Ever been fishing? Sure you have. If you are going to do it right it requires a fair amount of pre planning. For example you have to decide where to go, where to park, make sure you have bait, fishing pole, tackle, appropriate weather clothing, food if you are going to be there for a long time, etc,etc, etc, the list goes on and on for some, more than others. The bottom line is that it takes a fair amount of pre planning time before you drop the line in the water. They say, G. Washington spent hours strategizing on how to cut down the cherry tree that took 5 minutes to drop. When it's time to sell I spend the appropriate time strategizing, planning, preparing, role playing, etc before I execute my Plan A. How many times have I been burned by rushing to action? Over the years I have learned to slow the motor, step back, learn and plan. The execution goes smoothly more times than not when I invest time upfront for strategy. It may take longer before I execute, that is where patience comes in to play. Patience is a strength in sales and may be viewed as being slow, lazy. NOT, Being an assertive, move forward, go go sales executive, requires discipline to plan, develop, review, review, review then execute. So remember, champions are the master of the fundamentals. The top of the line sales executive has mastered patience and certainly knows how to take the time to strategize before execution. You better believe that the sales executives from these top airplane manufactures have patience in their blood:
Airbus, Boeing,Bombardier Aerospace, Dassault Falcon, Embraer, Gulfstream Aerospace, Pilatus Business Aircraft and Textron Aviation. When selling mega $$ million 747's you better have a sound bullet proof strategy. You don't get many chance to sell a fleet of planes to Delta, United, Southwest, etc. They are not buying them every year. Keep your fears to yourself but share your courage. Have the courage to put patience into your life. The return will be rewarding. Plus remember, don't fish where it's nice to fish, fish where the fish are.
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