Tuesday, November 15, 2011

Run It Out


How you ever heard this phrase? It is generally yelled by a coach near the end of a play when it looks like you are too far away from the action to make a difference. What the coach knows is sometimes you are close enough to make a difference.

In sales you may often find yourself running after a deal and falling further behind. This may be a time when you need to run it out. Keep pursuing the deal, don’t quit. It is not unusual for the deal you are chasing to slow down or double back and when that happens you will be right there.

This doesn’t mean you should run blindly after every lost deal. You need to be protective of your most precious resource, your time. You do need to run out every deal till you are sure it is totally out of reach.