Sales Trap: Chasing One Hit Wonders

As I built my book of producers for OppenheimerFunds, I was tenacious and persistent.

The more a prospect offered resistance, the harder I sold.

Dan was an advisor that I called on frequently.

He was a massive producer and wrote almost none of my product.

For years I diligently called on Dan each time I came through his city.

Each time Dan promised to review the material, present a product, or order a hypo.

The “competitive me” knew I had to slay this dragon – Dan was going to be a top producer.

Or not.

After three years of beating my head against the wall, I finally cut bait and took Dan out of the rotation – he was wasting my time.

I had allowed the chase of the big producer to cloud my judgment.

Looking back, I know that I let this pattern repeat itself too.

Caught in the deceptive sales trap.

Idea: Go through your list of prospects and one hit wonders and figure out how many you have presented to, followed up with, and heard false promises from.

Then, make a hard and important decision to just stop.

The competitive you will get over the let down.

Your next top producers are just ahead.

And now you’ll have more time to devote to them because you’re not wasting time trying to escape from the sales trap.

This post originally published in our popular Sunday Night Email.