On my Facebook page, I posted remembering — nearly 30 years ago, in one of my first sales jobs — returning to the office disgusted that a prospect just didn’t “get it.” He said “no” despite the fact that the product would have helped him immeasurably.
I was disgusted at my prospect for not understanding. 🙂 An executive at the company took me aside and said, “Burg, always remember…
‘When the shooter misses the target, it ain’t the target’s fault.’”
I took this to mean that it was MY responsibility to communicate (both through speaking and, more importantly, via asking questions and listening) the benefits correctly, not the prospect’s responsibility to hear it correctly. That piece of unsolicited — but very appreciated — advice made a huge difference in my sales career, as well as in my personal life.
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