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It’s Ready, Aim, Fire, not Fire, Aim, Ready

It’s Ready, Aim, Fire, not Fire, Aim, Ready

There are three major dynamics to obtaining business:

  1. Exploration: Finding prospects appropriate for your value. This is marketing. It's about strategy.

  2. Conversion: Convincing the prospect to become a client. This is selling. It's about tactics.

  3. Execution: Delivering the value promised to the client in return for equitable compensation. This is implementing. It's about methodology.

Stop spending so much time perfecting and tinkering with your methodology. It won't sell a thing, and you can't use it until you have sold something. You don't start counting with numeral 3, ignoring 1 and 2.

 

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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