Find A Way To Say…


“Choose the life that is most useful and habit will make it the most agreeable.”

–  Francis Bacon (1561 – 1626), former (as in WAY former) Attorney General and Lord Chancellor of England

In professional selling, we ought to…

Find a way to say “yes.”  Remember, it’s rarely what we can or can’t do, it’s often what we will or won’t do.

Find a way to say “thank you.”  For answering a question honestly, for asking a hard question, for declining our offer openly and directly so that we can spend our time chasing a deal that might actually happen, for telling us specifically why they said yes or no…

Find a way to say “what if?”  What if we tried…  What if we stopped…  What if we asked…  What if we took a completely different approach to…

Find a way to say “no.”  No, I won’t give that away.  No, I won’t compromise our delivery principles.  No, I won’t talk about my competition…

Find a way to say “it’s ok.”  This one might be one we need to find a way to say to ourselves.  It’s ok that I didn’t…  It’s ok that I made that mistake…  It’s ok that I missed that sign…

When we find a way to say these things, we’ll most likely find a way to grow.  Our sales.  Our reputation.  Our self-image.  Our usefulness.  Ourselves.


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