When you’re sorting out changes you make to a race car, you don’t want to do it during an actual race, or even practice / qualifying. You want it all ready to go by that point.
Which is what a test day is all about. Going to the track and making sure the modifications work as perfectly as they can. Plus that as the driver you can handle the car.
It also gives you the opportunity to try different configurations to see what works best.
Inside salespeople don’t often think about that need for a test moment – let alone a test day. Here are 3 tests I think are critical:
#1 – leave a new voicemail for yourself… or your manager AND review before you leave it for a prospect!
#2 – send a new promotional email to someone you trust to give you feedback before using it.
#3 – utilize practice / role-play as a regular tool for making your qualification process more conversational
Don’t just drive out of the pits onto the track for your next race without testing first!
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