I am sure you’ve heard people say that it doesn’t matter how your start, it’s how you finish. Or maybe you’ve heard someone say start strong finish strong. Or get a head start. These are all true and they really do matter but what are you supposed to do in between. Their aren’t any cool sayings for the middle, are their? I propose a new saying “excellent consistency, kills”. This may be a word for the procrastinator, but it’s a word and a good one. What we do between the start and finish says so much more about us then we care to admit.
When do you hit your wall? I would venture to guess it isn’t at the start or the finish, adrenaline and excitement typical take over at those points. Mid day? Mid week? Mid project? Mid year? You get the point.
In sales what we do in between the initial meeting and the close speaks to who we are. The difference between the best and the rest is the middle. In order to be a great sales person you need to be brilliant always. Good sales pro’s are the ones who value the start, middle, and finish.
How can you improve the middle? It will surely help the finish!