By Troy Harrison – Sales Navigator
I’ve said before that I used to drive race cars, as did my Dad and my Granddad. They were better than I was, but I enjoyed it. I’ll always remember one of the best pieces of advice that Dad gave me about racing, and as it turns out, my career. My first couple of races, I was all over the place. I was either all the way on the throttle, or all the way off – and when I was all the way off, I was usually trying to gather the car back up from being all the way on the throttle. I was the opposite of smooth – I was overdriving the race car, and I was SLOW.
Dad told me, “Troy, sometimes you have to slow down to go fast.” He explained that, if I took a more precise line into the turns, got out of the throttle earlier, I’d be more under control, have more corner speed, and be able to get on the throttle earlier and come out of the turns faster, thus having a quicker lap. That advice stood me in good stead. But, what if I told you that “Slow down to go fast” is great sales advice, too? I’ll tell you what I mean.
Too often, salespeople get in a big hurry when they’re selling to a buyer.