In my new fiction-fable book, "Three Pairs of Glasses", the main character (a radio advertising salesman) is given the chance to experience life through different paradigms, all brought on by the unique glasses he's given. When he wears the glasses, he is able to face the challenges and fears in his life with confidence and little to no anxiousness. At one point in the story, he's forced to face these same challenges without the aid of the glasses, and he's wondering if he can do it (or not).
His plan calls for him to start prospecting at 9:00 a.m. and it's 8:58. He's sitting at his desk; he has his script outline, his list of names, and his phone...and then the moment of truth arrives. Does he pick up the phone and make a call...or does he choose to do something else?
In the book I describe this point of decision as the time to Grab the phone or grab an excuse. And it's something I talk about in my live workshops and seminars...and the fact that in sales, we face many such decision points in any given day, week, month...our whole career.
Do we grab the phone or grab an excuse? And what is that excuse? Maybe it's answering email...or writing a proposal...or processing a quote...or getting a cup of coffee...or checking on a collection issue. There is never a shortage of excuses to grab, right?
So what excuses do grab? That's the question I'm asking this week in the Bennett-ism Group on LinkedIn...if you're not on in the group, or not linked to me, please do so. I believe you can just follow this link to join the group. If that doesn't work, enter Bennett-isms in the group search bar.
http://www.linkedin.com/groupRegistration?gid=3832833&csrfToken=ajax%3A0619632835123136829
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