Willie Sutton, a famous bank robber, is best known for his response to a reporter who once asked him, “Mr. Sutton, why do you rob banks?” Willie’s response? “Because that’s where the money is.”
While I don’t propose that salespeople model their lives after Sutton’s, there was a simple brilliance to his strategy. Sutton knew where the money was, and that’s where he focused his professional efforts.
Salespeople, on the other hand, often waste their time calling on prospects and customers who offer a low return on their investment. They call on the most logistically convenient prospects, the prospects they’re most comfortable engaging in ... Read More