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A Breakaway Sales Performer prepares the sales call with foresight, makes the sales call with insight, and critiques the sales call with hindsight. That is how you learn to learn – insight, foresight, and hindsight.
I try to envision every sales call in my head before I make the call. Almost like watching a movie of the call as to how the discussion is going to happen. Believe it or not, this pre-rehearsal allows me to shake out the bugs of the call and re-write the script. That provides the perfect script which I can now carry out. That’s called foresight.
Then when I’m in the call I rely on the structured sales cycle to guide and manage the steps. Since I’ve been here before, I now know what to do in this situation. That’s called insight.
On the way home I can review the call I just made. How did the actual call that I made compare and contrast to the call that I had planned to make? Did I get the outcome that I wanted? Now I can critique my own performance and I have the tools to help me do it. That’s called hindsight.
To become a Breakaway Sales Performer, you need to master all three – hindsight, insight, and foresight!