The horror writer, Stephen King in his book On Writing suggested that once your manuscript is completed, you should edit out 10% of it.
It makes sense to me. This helps make your writing crisper and clearer.
The 10% rule works for sales professionals too:
- Take out 10% of the content in your proposals. Most of the content is superfluous in any case and doesn’t add value to the conversation
- Speak 10% less in a sales pitch and listen more (that figure is probably closer to speak 80% less)
- Spend 10% more time checking that your proposal is correct, error-free and reflects your company positively
- Pause for 10% longer before answering a question
- Spend 10% more time asking the right questions in a sales meetings
- Spend 10% more time prospecting
- Spend 10% more time educating yourself in your chosen craft
Whenever I run a sales training intervention my clients want quick results. I would love to tell them that it will take 10% longer to see results. But, in reality it actually takes 5 times longer to see results.
In fact, just about any task in life takes 5 times longer than anticipated because we don’t factor in overconfidence and that life happens.
Maybe spend 10% more time bedding down something so that it is done right first time so that the result doesn’t take 5 times longer than anticipated.