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Home / Articles / Columnists / Strategic Selling /  NEEDLESS PERFECTIONISM
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Friday, August 5,2016

NEEDLESS PERFECTIONISM

By Brian Tracy  

 

There is an old proverb that says, “The perfect is the enemy of the good.” Salespeople who are nervous about call ing on new people oftentimes insist upon having everything perfectly in order before they make the first call. They use the need for more preparation as an excuse to avoid selling.

They say they must memorize every single detail.

The basic rule is for you to get it 80 percent right and then launch. Become good enough and knowledgeable enough on your product to start, and then get out in front of people.

They feel compelled to check and learn every line on every form. They study their sales materials exhaustively.

This is often called needless perfectionism. The basic rule in this area is for you to get it 80 percent right and then launch. Become good enough and knowledgeable enough on your product to start, and then get out in front of people . As Benjamin Tregoe once said, “The very worst use of time is to do very well what need not be done at all.”

You will find that the more time you spend in front of customers, the more you will learn about your product and how to sell it. There is nothing that replaces face-to-face contact and direct question-and-answer sessions with prospects.

 

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