Hardwood Floors February/March 2025

SALES SAVVY BUSINESS BEST PRACTICES

HOW SACRIFICE DETERMINES TRUE VALUE THE KEY TO SUCCESS: A couple of years ago, my wife and I were having dinner with friends. We exchanged the usual pleasantries: “How are the kids?” “How was your vacation?” “How’s business?” Then, the conversation shifted to youth sports and motivation. We discussed ways to motivate further our kids and the kids we coached. My friend posed an intriguing question: “What single factor contributes the most to success?” To kick off the discussion, I shared my research on top-performing salespeople. Top performers are knowledgeable, driven, professional, etc. These characteristics were specific to salespeople, but not for general success. After a few moments, he said, “I believe the one factor is sacrifice.” He was right. Every meaningful success is achieved through sacrifice. Success in any endeavor is determined by what you’re willing to sacrifice. I view the world through the lens of a salesperson. As our conversation progressed, I pondered sacrifice’s role in the buying experience. How much your customers are willing to sacrifice determines how much (or how little) they value your solution.

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