182: Basics Are Everything

<p>The sale waits for no man.  Either you make that sale or your competitor does.  If it is a non-starter then start moving on to the next prospect.  Life is Latin for TIME.  That is all we have, so in sales we have to get moving and keep moving and moving.</p> <p> </p> <p>Here is what caught my attention lately: Average land prices have fallen for first time in six years. Land in all categories, including residential and industrial, has fallen zero point five percent from a year earlier as of January First, compared with a one point four percent rise a year earlier. Land prices across all categories in Tokyo, Osaka and Nagoya slipped zero point seven percent from the previous year. Commercial land prices nationwide fell zero point eight percent for the first decline in seven years. Commercial land prices in Tokyo, Osaka and Nagoya fell one point three percent.</p> <p> </p> <p>Also, the Job-securing rate for graduates has fallen in Japan. The number of students securing a job informal offers as of Feb 1st  fell for the first time in ten years. The figure of eighty-nine point five percent was down two point eight percent from a year before.</p> <p> </p> <p>We get lazy.  We start cutting corners.  We get off our game.  We chill, cruise and take the foot off the pedal.  Sales is demanding and a life of constant pressure.  The temptation is when we get to a certain level of success we think well, we have done enough.  We can justify that coffee break, that longer lunch, coming in late after the first mid-morning appointment and heading home early after the last early afternoon appointment.  This is not how the pro thinks.  We want have it scheduled in our diary to get big and get back to basics.</p> <p> </p> <p>That means getting our hustle on, getting our motivation going, setting out sights higher.  We have to have a showdown with “average is good enough” self talk.  We need to make sure we are doing the basics like a demon on fire.  Accept there is a rhythm danger to our sales work.  We have to become regularly ir