A: This is Angelina Neglia. I am here with Scott MacDonald, author of Saving Investa, How an Ex-Factory Worker Helped Save an Iconic Australian Company. In the book, Scott shares 25 lessons learned over his long and successful career.
Lesson number ten is: After you make the sale, get out of the house. Scott, can you elaborate on this?
S: Sure, Angie. I was on an airplane many years ago and sat next to a guy who made his living selling vacuum cleaners house-to-house, and I asked him what advice he had for a young guy starting out in his career. He made the following comment, “After you make the sale, get out of the house.” What he was saying is that once a deal was done, move on before the person you’re dealing with had buyer’s remorse, thought of questions that they should’ve asked and didn’t ask, or asked for outside consultation. So, when you made the sale, get out of the house, move on, the deal’s done, and too often, people don’t do that. They linger. The companion saying is, “Time Kills Deals.” The longer you take to get something done, the less likely it is to be successful.
A: This is Angelina Neglia. I’m not sure if we made the sale, but we do need to close. For more lessons learned, look for Scott’s new book, Saving Investa.
Check out all “25 Lessons Learned”.