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Sales Shortcuts are Short-Sighted

by Brad Roderick · InkCycle · February 1, 2008 - page(s): 59-61

The other day I was running late for an appointment downtown. As luck would have it, a train was blocking my forward progress. Not long on patience in the first place, I frantically considered my options: 1) Wait for the train and continue along my normal route, which I know is the quickest route from here to there; or 2) Take a side road that I “just knew” would bypass my roadblock and connect back up with my original route. Faced with a decision of “wait” or “go,” I chose “go.”

For the next 15 minutes, I rambled through hill and dale, winding around and around. Seen from above, the path would probably appear similar to that of the Keystone Cops … around and around, going in circles and never getting anywhere. Dead ends, more unknown barriers, slower speed limits (which I mostly observed), etc. Lots of motion, lots of energy, lots of activity and zero progress. I ended up doing nothing more than wasting fuel and more time. Sort of.

Yes, it cost me some gas money. And yes, I ended up being later than I would have had I simply waited for the train to pass, but my efforts were not a total loss. I gained some knowledge. Once again, everyday life reminded me of yet one more sales lesson that I have learned before, forgotten, and then found myself relearning.

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