Transcription
The real secret to making the most money in sales is something my father taught me. He called it the doorway rule.
Imagine you're walking down a long hallway with a hundred doors. Behind each door is a different person. Some are buying, some aren't. You don't know which is which.
What does the average salesperson do? They knock on one door, wait for an answer. If nobody opens, they knock again, then again, then leave a note, then come back tomorrow. Meanwhile, 99 doors went unknocked. Behind some of them, somebody was waiting to buy; they never got the chance because you were stuck on door number one.
The doorway rule says this: knock on every door, move fast. The ones who open, you sit down, you guess. The ones who don't, you don't waste another second on. This means stop following up four times on someone who didn't respond once. Stop nurturing leads who already told you no. Stop chasing. Every minute you spend on a closed door is a minute stolen from an open one.
Move down the hallway, knock, listen, move on. The richest sales people I know aren't the most persistent. They're the most efficient. They don't try harder, they just knock on more doors.