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REMEMBER: There is no shortage of true to life stories of the little old person who didn’t dress very well or wasn’t as articulate as other people, etc. and whose peers thought they couldn’t rub to pennies together– only to discover, perhaps after they passed, that they had a huge chunk of cash stuffed under the mattress…
Too often prospects are judged during that critical first impression phase by their ‘appearance’ (and mannerisms). You can bet the farm that many reps (managers, too) make a grave mistake by misreading the prospect out the chute, hurrying through the presentation (and close) and attempting to unload them as quickly as possible.
Conversely, other reps will meet (and greet) a prospect who is dressed to the ‘NINES’, wearing all sorts of fine jewelry, etc. and the reps labor over this prospect until the cows come home only to ‘blank’ after an exhausting 90-minute (five hour) Tour because that prospect is (excessively) over extended.
It is a wise rep who will put on the ‘blinders’ (every time!) when they meet each prospect and never judge them solely because of the clothes they wear, including jewelry (or the lack there of). By treating all prospects in this manner the savvy TS Professional will be laughing all the way to the bank!
TODAY’S VIDEO: The Jeff Healey Band – Stuck In The Middle with You
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