The answer is BOTH!  While this classic children’s story is a staple in every parent’s library, there’s a third option that isn’t typically taught.  The general lesson learned; “Slow and steady wins the race”, consistency and patience…but why does it have to be one or the other?

You must be the best of the Tortoise and of the Hare.  Speed off the line and be consistent through the race, because if you only have 1 of the 2 traits then you will be losing in some area.  Applying this to sales, the first mover’s advantage does provide an increased likelihood of closing a deal because you have the attention of the buyer first.  However, if you are not consistent and persistent then you will lose out to the competition “the tortoise”.  Don’t become complacent, don’t rest on your laurels, and a deal is not done until contracts are signed.

The fact is most (more than 65%) of sales people never follow up past the 2nd attempt, and with more than 70% of deals being closed between the 5th and 12th follow up you must be persistent (the tortoise).

Don’t allow yourself to be fooled by society telling you to always be the tortoise, or “you can’t have your cake and eat it too”…YOU control the outcome of every situation, take ownership of that, be the tortoise AND the hare.

Show up first and be the last to leave (literally and figuratively); your companies revenue goal and your personal wallet will appreciate it.

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