When the salesman's son asked for a ride in the car just to get
to the bus stop at the end of their street, the salesman told him: "You
should be ashamed of yourself. When Abe Lincoln was your age, he used
to walk ten miles every day to get to school."
"Really?" replied the salesman's son. "Well, when he was your age, he was President!"
Moral of the story. True sales professionals know that in order to be successful at sales they need to make effective use of references and have mastery over the art of name dropping. True sales professionals are also very aware of the dangers of using old or outdated references. Often times their situation may change or he circumstances, if viewed from another angle, may no longer make your reference a positive one. The point is this, if you're going to use a reference with any prospect, research it first and make sure it's bullet proof!
"Facts from paper are not the same as facts from people. The reliability of the people giving you the facts is as important as the facts themselves." - Harold Geneen
"Really?" replied the salesman's son. "Well, when he was your age, he was President!"
Moral of the story. True sales professionals know that in order to be successful at sales they need to make effective use of references and have mastery over the art of name dropping. True sales professionals are also very aware of the dangers of using old or outdated references. Often times their situation may change or he circumstances, if viewed from another angle, may no longer make your reference a positive one. The point is this, if you're going to use a reference with any prospect, research it first and make sure it's bullet proof!
"Facts from paper are not the same as facts from people. The reliability of the people giving you the facts is as important as the facts themselves." - Harold Geneen
