Measure twice, cut once

Sales Tip 288

Measure twice, cut once!

Most of us have heard the expression measure twice, cut once, and although it makes sense in a literal sense, in a figurative sense it also makes sense. If you’ve heard this said, it was probably a warning to plan and prepare for something carefully and thoughtfully before taking action. In other words, think before you act.
The same applies to us as professional salespeople. Asking questions is our way of making sure we have identified all the needs before we talk. The answer to the first question we ask usually needs to be followed up with a second, third or even a fourth question to ensure we have all the information needed.

 That’s how we think before we speak, so measure twice, cut once with open-ended and direct questions.

MARVIN MONTGOMERY is an author, speaker and sales training consultant with more than 30 years of experience. Are you practicing on your customers? Master the essential keys to sales success! Learn more about Marvin Montgomery’s Sales Certification Program. You can ask the Sales Doctor a question at [email protected].