First Law on Holes: When you’re in one, stop digging!

Denis Healy

There’s no shortage of advice regarding new things we can do to improve our sales, but sometimes our problems are coming from things we need to STOP doing. Despite the current focus on positive thinking and affirmations, one problem that holds sales reps back is self-centeredness. When that’s the case, the quickest route to improvement is to face that fact, correct the habits associated with it, and move on.

“Error is a hardy plant; it flourishes in every soil.”

Martin F. Tupper

With the current emphasis on positive thinking and affirmations, people often overlook one of the biggest drains on profit margins— human error. Outside of engineering circles, it rarely gets discussed. But acknowledging, understanding, and incorporating the problem of human error into strategic planning processes can be very good for the bottom line, no matter what business you’re in.

“All things being equal, people will do business with, and refer business to, those people they know, like and trust.”  Bob Burg

Using hard data such as productivity and profit margins, psychologist and business specialist Dan Goleman has demonstrated the importance and power of “emotional intelligence” as a determinant of financial success. His work should not be confused with various fads that have ruined workplaces in the past. It’s serious business and should not be taken lightly.

This article is about sales, but its focus is on principles, not tactics. There is a difference, and it’s important. Tactics are scripted ruses that are intended to increase sales but usually don’t.  In contrast, principles are timeless and unchanging truisms regarding how people perceive, respond, and relate to one another. Successful sales professionals value principles— amateurs depend upon tactics.

Influence:  Science and Practice