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Ken Smith, Sandler Sales Institute

Willy Sutton was a depression era bank robber. He was wanted for robberies in Miami, New Orleans, and New York.  After his capture in 1950, a reporter asked him why he robbed banks.  His reply was, “Because that’s where the money is.”  Aside from the lack of moral justification, his strategy was sound: go where the money is.

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How many times have you left a sales call thinking something was going to happen only to find out later that your prospect pulled a vanishing act? Or, maybe you thought you heard the prospect say they were mailing or faxing a signed contract, but it never showed up.

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OK, it’s not as profound as Hamlet’s question, but for the salesperson, it is just as much a life or death question – the life or death of a prospective sale.

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Of the thousand and one excuses not to prospect, the reason that lies at the base of most of them is fear. Fear of failure, fear of rejection, fear of the unknown, fear of being unprepared, and the fear of looking foolish…

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Once you know your people, you can design
individual motivators that really work, and armed with this you will now become
incredibly empowered as a motivator.

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“We’re going to put this on hold and see what happens with the economy.” How
many times have your heard this from your prospects?

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