sent loud and clear. Please understand this: If you’re not able to get through the Dip in an exceptional way, you must quit. And quit right now. Because if your order book is 80 percent filled with prospects where you just sort of show up, you’re not only wasting your time, you’re also stealing your energy from the 20 percent of the calls where you have a chance to create a breakthrough. Once again, getting through the Dip is a valid strategy. It isn’t a good strategy because successful salespeople are annoying—no, sticking through the Dip is a great strategy because it changes the entire
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