Staying flexible

General Colin Powell once said that "A plan lasts until the 1st shot is fired." Powell is a big believer in planning but he knows that when the action starts you have to be flexible and respond to the changing situation. This is also true in sales. This past week I was out with two reps who missed buying signals because they were focused on selling a particular product. It is important to plan, but it is more important to listen to the customer and adjust your presentation to suit the situation. Be prepared to sell anything in your product line on every call. It is always easier to sell the customer what they want than what you want to sell them

Keep Smiling, Keep Selling!

Thanks Jim Busch