“If I have ever made any valuable discoveries, it has been owing more to patient attention than to any
– Isaac Newton (1643–1727)
English mathematician and physicist
Beginning at the top of the next hour and through the next 48, challenge yourself (and your team)…
When you begin a discussion with a customer, prospect, or colleague (or family member), give that individual your complete attention until the issue at hand has been fully addressed.
Every single discussion. Every single interaction. The entire 48-hour period.
Don’t let a phone call interrupt an in-person conversation. Don’t let your email distract you from a phone call. Don’t let a passerby, instant messenger, berry, or iThing take your attention away from someone standing right in front of you (or on the phone).
Remember… Sales is an interpersonal profession (and you’re a grown-up).