Find out if it pays you to approach leads in a certain way. Don’t’ guess about when to close – get the figures. Keep an accurate cheat sheet and let the figures tell you where you ought to improve.

You often meet old-time salespeople who say how their old way is good enough. But they don’t know – they are only guessing.

You may think it pays you to approach leads in a certain way. Find out if it does – keep the score and see. You may have a notion that you can’t work after a certain hour – find out by the cheat sheet if your notion is right or wrong.

Perhaps you are getting good results on your proposition right now. Perhaps you are not losing money on it – and perhaps you feel your system is perfect.

But do you know it is? Test it out. Get the cheat sheet habit. Don’t be satisfied with your work, even if it is pulling good returns, until you have proved it’s the best you can do.

Then when the cheat sheet shows the best possible average, stick to those methods.

Years ago, when a company once got into operation under a certain established method or system – it stayed there. Business went on in the same line day after day, month after month, year in and year out. But it is different now. Those companies have had to change. Today no progressive company accepts a method as right until the figures prove it right.

And it’s the same with your work. Get a cheat sheet into action. It’s the only way in which you can really check up your work – and know what’s what. Then watch results. Perhaps you will see that every now and then there seems to be a hitch in your approach. Perhaps your percentage of attention takes a slump.

Five or ten minutes’ study will show you what’s wrong – because you know from the cheat sheet just where to look.

Salespeople get careless; you slip away from the one best method. A cheat sheet will make you see it immediately, before you have permanently injured your efficiency.

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