Your Sellers’ Bill of Rights:  You Have The Right To Fail
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Your Sellers’ Bill of Rights: You Have The Right To Fail

♪ Oh say can you see ♪ ♪ By the dawn’s early light ♪ ♪ What so proudly we hailed ♪ ♪ At the twilight’s last– ♪ – (sighs) You have the right to fail. What do you mean, you
have the right to fail? Of course you have the right
to fail, failure’s inevitable. Don’t make excuses for trying. Don’t make excuses for
attempts and failures. Just deal with the fact that
failure is going to happen. Now, what’s stupid is repeated failure without bothering to learn the lessons and without applying them. Make sure that you fail fast, you fail early and you fail often. Because it’s the failures today that are going to make you money tomorrow. In Sandler we have a
rule that doesn’t really translate very well from the American, but I’ll tell it to you anyway. “Today’s dump is tomorrow’s ice cream” Now you see why it doesn’t
translate very well into English. But, the stuff that hurts you today, if you bother to capture those lessons, what you’re going to find is that actually the stuff that hurt you today is going to make you 20 grand tomorrow. And if you write it down, heaven forbid, because obviously you’ve
got a great memory and you can remember what you were doing on the 12th of August, 2004. Because you can’t. So, a great maxim is, the weakest ink is more powerful than
the strongest memory. Every single time you make a failure or you come out of a meeting and there are lessons to be
learned, write them down. Put them into some form of
database, repository, mind map around the different areas
of your sales process so that you can actually
refer back to them. Heaven forbid you’re successful, you grow, you start to employ people. Then you can shorten
their onboarding process. But it’s only by
understanding that you have the right to fail, and it
is inevitable, that you will continue to grow, develop, and get better. Most salespeople and,
frankly, most managers who claim they have, I don’t
know, 20 years experience, really have one year’s
experience 20 times over. Because they never bothered
to follow that rule and understand that it
was their right to fail and learn from it. So, if you want to learn
more about your rights subscribe here, go on. Go on, do it now, get on with it. Stop faffing.

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