The Patience/Urgency Conundrum In Sales

SJ Daily Blog PictureWhenever sales training leader Paul Castain speaks at sales conventions, he’ll ask how many people (by a show of hands) are married. Then he asks a really crazy follow up question . . .

“How long does it take for two people to fall in love?”

That’s when you see heads tilting and that look of “Where the hell is this guy going with this?”

So, since he can’t see you, and your look of utter confusion will go unnoticed, he asks you the same question . . .

“How long does it take for two people to fall in love?”

Is it after x amount of dates?

Is it after your first fight?

Is it after you’ve spent a fixed amount on flowers, candy, etc?

After you’ve met each other’s family? Actually, in some cases, people fall out of love when that happens.

He believes the answer is that it happens when it happens!

That’s where this “patience/urgency” thing comes into play.

We need to have the patience to court the other person and the urgency to work at it regularly and consistently.

Sales is no different!

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