As salespeople, we tend to want to run before we walk. The thing about that, is that when you don’t learn to walk properly, you crash a lot when you attempt to run. I’ve seen far too many salespeople attempt to do high level sales stuff before they have mastered the fundamentals. 

In anything, not just sales, if you don’t master the basics, you’ll never be able to make advanced moves. Think of it like basketball. Slam dunks are really cool looking. They score points and the crowd loves it when it happens. If the player never learns how to properly dribble and shoot jump shots, the player will never even get a chance to slam the ball due to being called for traveling.

As much as it stresses some of us in sales out, we have to build our pipeline the correct way, without shortcuts and we have to experience learning lessons all along the way. Without those experiences we can never become the expert. If you enjoyed this video and you want more material like this, join out mastermind at http://breakfreeacademy.com/entourage