chapter 2
Planning for success
Planning implies coming up with a method, procedure or approach in advance of taking action. It involves thought in advance of action and, as such, is an important but not urgent aspect of selling and so it often lacks priority.
‘To achieve great things, two things are needed: a plan, and not quite enough time.’
Leonard Bernstein
Planning is another one of those things you know that you should do and convince yourself you are doing well enough. The Brilliant Salesperson plans for actions rather than results and makes plans around the important things. In sales, a lot of ‘plans’ are actually targets. You might have ...
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