questiuns lon tnuth (or Gon$sgtonces)

By Bill Blades

fl EMEMBER when you were l\young, you jumped in the lake, ocean or pool without regard to how chilly it might be? Later in life you began to put your toes in first to see if it was safe. True?

As children, we were anything except predictable. As salespeople, we then morphed into conducting sales calls that became very pre- dictable. The childlike zest for experimenting slowly-and sometimes deliberately - evaporated.

A few questions for salespeople: l. In the last month. have you tried an approach you've never before initiated? If not, you've become stale.

4. In the last three months. were vou