The 3 R's are Research, Rehearsal and Risk, the three elements key to moving you smoothly through the sales process. The formula alerts you to the questions you should constantly ask yourself: 1. Have I done the appropriate Research to make myself knowledgeable? 2. Have I Rehearsed my presentation so I am smooth and comfortable in my delivery, and 3. Am I committed to taking the Risk involved in this step of the process?
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The first R, Research, is illustrated by the life of Marie Curie whose story of defeats as well as success shows how the power of research brings both fame and scandal.
To truly understand the needs of a client, and the options available to them, research is the required preparation for each step of the sales process. Marie Curie, the unapproachable genius who became the only woman ever to win two Nobel Prizes, reached her elevated status through her research in the field of radioactivity. She made the notable discoveries working on a dissertation for her PhD in a makeshift lab outside her husband Pierre's school. Together they experimented on themselves with doses of radiation, having disastrous impact on their health. In tune to her own principles in all aspects of her life, Curie maintained highly documented notebooks for each of her daughters until they were well into their teens. And the detailed diaries she kept of her retreat into a love affair with a married fellow scientist, when stolen by the wronged wife, caused a scandal that almost cost her the second Nobel Prize.
Marie Curie is a wonderful example of a woman's excelling in a male-dominated field of research; and her quote from the late 1800's is still very relevant to the value of research in any field. She said, "Nothing in life is to be feared. It is only to be understood."
How has research affected your sales efforts?
