What Are Your Pandemic Priorities? [April Referral Selling Insights]

It’s time to get rid of your sacred cows.
A young girl watched her mother prepare dinner. She asked her mother why she always cut off the ends of the ham before putting it in the roasting pan. The mother thought about it for a moment and then admitted she didn’t know why. She said her mother always did it that way and told her daughter to phone her grandmother.
The grandmother’s answer was priceless. “Of course, I know why,” she said. “My pan was too small.”
I recounted that story in my recent presentation—“Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps”—because it perfectly illustrates a key business insight. Just because you’ve always done something one way doesn’t mean it’s the best way.
Think about all the things we do—almost by rote—and never stop to wonder why we do it that way or whether we should consider a different