BEWARE THE SHORTCUT… the general rule of thumb is that shortcuts are not a good idea. Typically if you take a shortcut, you are cutting out a major component of the formula for success. You certainly wouldn't want your surgeon to "take a shortcut" when you are in the middle of a triple bypass operation, would you?!! When you think about it though, there really are two types of shortcuts. Good shortcuts… ones that work and Bad shortcuts… ones that "shoot you in the foot".
Here's some examples of…
1. Avoiding scripts
2. Deciding not to practice your presentation
3. Waiting for your past clients and centers of influence to call you
4. Assuming you know your customer's true motivation without asking the right questions
5. Putting it off until tomorrow
1. Getting your prospecting phone numbers ready the night before
2. Closing 3 – 5 times
3. Keeping your desk clean
4. Putting your best leads on hot pink paper/cards
5. Delivering more than you promised
So it all boils down to making clear choices as to which short cuts you are going to take. Author Seth Godin suggests that when you make the wrong choice… when you choose a Bad shortcut, "You trade in your reputation in exchange for a short-term boost". For example, should Harley-Davidson make a scooter?… probably not. Make sure the choices are as a result of common sense and not fatigue, complacency, laziness, and general unprofessionalism. Interestingly enough, a Good shortcut is actually an example of higher efficiency. Keep working on being more efficient. Only choose the well thought out shortcuts. NO Excuses.