Fast is slow. Slow is fast.
You can’t cram success. Fast results are the product of having done the slow work that eventually produces results. You can’t cheat and get the fast results. You have to do the slow work.
Slow is really fast. The more time and effort you put into building the competencies and skills that eventually produce faster results, the faster you produce them. The more time you spend doing the slow work of selling well, the faster you make your number. But you have to do the slow work.
If you want access to your dream clients, you invest your time in building your nurture toolkit, creating value before claiming any, and developing the relationships you need in front of any opportunity. Nurturing is slow. Building relationships is slow. Creating value before claiming it feels really slow. Slow is fast.
If you want your dream client to choose your solution, you do the slow work of understanding the ground truth, learning what really needs to happen to produce results. You do the slow work of meeting with decision-influencers and those with no formal authority. You build consensus over time. Understanding is slow. Consensus is slow. Slow is fast.
If you try to take shortcuts to get the results you want without doing the slow work, it takes more time to get the results you want—and it makes it far less likely you get them at all. Trying to produce the results you need fast isn’t effective. You can’t violate the natural laws of the universe. Your need for results and for revenue don’t allow you to break the laws.
Slow is fast. Fast is slow. Do the slow work and go faster.
What do you do in an attempt to produce fast results?
Why do you need those results so urgently?
Is there slow work that you could have done that would have made it easier, more likely, and faster to get the results you need now?
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Filed under: Sales 3.0