It was only 11:30, but already I was far behind in what I'd hoped to accomplish for the day. Despite all my best intentions, my To Do List was only getting longer.
That's when the mail arrived. A whole stack of it was plopped on my desk. Without even thinking, I started sorting it into two piles: important info and junk – which goes directly into the wastebasket. I take great pleasure in tossing out this unsolicited correspondence without even opening it.
But when I got to the postcard from Sprint, I stopped. There it was, staring me in the face – a big headline declaring: The Power to Cure Connectile Dysfunction.
It was so unexpected and such a great twist on words, that it totally jolted me out of my routine. I couldn't throw the postcard away. I even read the whole thing - something I never do.
Suddenly I was thinking about the connectile dysfunction issues we sellers face every day as we valiantly attempt to reach inaccessible decision makers. Our hopes of cracking into corporate accounts go unrealized, dashed by unreturned phone calls or brusque prospects who bring up impossible-to-address objections.
For some sellers, connectile dysfunction is terminal. For others, it's a severe handicap they try to overcompensate for by making more phone calls.
Fortunately people can recover from this disastrous condition. If you're suffering from it, here are three tips you can use to get your sales health back on track.
In my newsletter today I featured an article by Kelley Robertson, author of The Secrets of Power Selling. Unfortunately, for at least some readers, the parts of the article looked like Egyptian hieroglyphics. So to clear up any confusion, here's the whole thing in English.