The Best Time to Make a Sale

I was one of those kids growing up that thought my dad was totally full of bologna.  He was always passing on ridiculous, somewhat esoteric advice that he learned from being in business back in the 60's, 70s, 80s and 90s. But over the years I have come to learn much of that advice has been dead on.

Back in 1997 I was working in Chicago for a contingency search firm that specialized in recruiting information technology professionals. I had only been there three weeks when I set a new company record for the fastest placement by a new employee. We had a big cowbell sitting in the middle of the room to ring for everyone in the office (and everyone else on W. Erie) to hear. I rang the bell, gave a high five to the my co-workers, then immediately picked up the phone to call my dad. 

Essentially this is what he said, "I'm happy for you and proud of you but you can celebrate at the end of the day. Right now you need to pick up the phone and make your next call. The best time to make a sale is right after you've made a sale."

As disappointed as I was, my dad was right. People can always sense your enthusiasm, passion and confidence even if it's over the telephone. Use that enthusiasm to your advantage. Let it ride.

Don't waste the momentum by doing a silly dance in the end-zone when it's only the first quarter. Close the sale, pick up the phone, and make something else happen! Who knows, at the end of the day you may just have two reasons to celebrate!

What's the most surprising piece of business / sales advice you've ever been given?

Comments

[Mark True]

Cory:

So you're saying, "Act like you've been there before" is good advice on the field and in business! ;)

-Mark

[Cory Garrison]

Mark:

Exactly. But also remember the game isn't over. Don't kill the momentum by wasting time. Let the energy and momentum ride!

[Mitch Matthews]

Wow. How true this is.

We can get so caught up in the fact that we won the battle that we can forget about the war!

And it's soooooo tempting to just shut down for the day... after one of those big wins.

Now, I'm all about celebrating and I love the fact that this advice doesn't say anything about not celebrating... it's just celebrating at the right time!

Good stuff buddy! Good stuff!

Now... back to work!

Mitch