As both a salesperson and a member of society, many times you are going to find circumstances will be different than what you want them to be.
Many times you will find circumstances discouraging.
Many times in the process of trying to reach your goals you will fail.
Persistence through failure is what will cause you to be successful. Eddie Shore was given impossible circumstances and immense discouragement, and he failed many times in trying to reach his destination. But persistence through failure and impossible circumstances enabled him to reach his goal.
Eddie Shore was the embodiment of the Air Force slogan: “The difficult we do immediately; the impossible takes a little longer.”
When I look up the word persistence in the dictionary, I want to see your picture. As you focus on increasing your activity – more new presentations – and work on improving the quality of your presentation, a persistent attitude will be one of your most valuable tools.
The Best Can Get Better
Another part of your attitude should be a burning desire to improve your performance and your results. If your attitude is one of “what I’m doing is good enough”, then obviously you won’t improve. But remember this: Sales is a down escalator, and if you stand still, you will go backwards. When you’re green, you grow; when you’re ripe, you rot.
Charlie “Tremendous” Jones, the famed inspirational author and speaker, used to say: “You’re the same person ten years from now except for two things: The people you meet and the books you read.” (Let’s add CDs and DVDs to that to modernize the quote.)
So, part of your attitude should be your commitment to improve as a professional. There is no other notable profession that doesn’t require continuing education: Doctors, lawyers, airplane pilots, and countless others. Be great! Require it of yourself! Listen to CD’s, go to seminars and read books. You cannot be too busy chopping wood to sharpen the axe.
Another part of a great attitude is the ability to think big. Countless salespeople have pushed through slumps, found inspiration, or were able to persist because they believed in the home run. They thought big, like the kid in the following story.
One day a salesman left his house for work and passed the neighborhood kid on the way to the bus stop. The young boy had put up a sign that read, “Puppy, 50 cents.”
Sure enough, there beside the sign sat a dirty little puppy. The salesman knew the boy wasn’t thinking big enough, so he told the young boy to wash the puppy, brush his coat, put a big bow on him, and raise the price.
And as the salesman got on the bus to go to work, he told the boy, “Remember, just think big.”
That evening as he passed the boy’s house, there was a new sign that said, “Puppy $10,000”, and across the sign was boldly written, “SOLD”. The salesman thought this was worth being late for supper to investigate, so he went and knocked on the boy’s door.
When the boy came to the door, the salesman asked, “Son, how much did you get for that puppy?”
The boy stated, “Ten thousand dollars.”
“How exactly did you arrive at that price?” asked the salesman with wonder.
“Well,” said the boy, “you said to think big, and 10,000 is the biggest number I could think of!”
Still perplexed, the salesman asked, “OK, how much did you really get for that dog?”
“I got $10, 000,” said the boy again.
The bewildered salesman persisted and asked again about the sale price. The young boy told him with pride, “Yep that’s right, ten thousand bucks. I took two $5000 cats in trade.”
Just like the boy at the beginning of the story, we all limit ourselves by what we think.
But as the great salesman Og Mandino says: “We are nature’s greatest miracle.”
You can increase your value a hundred-fold if you just believe it.
About the Author:
Tom Black is author of the wildly popular book The Boxcar Millionaire. Tom Black is an entrepreneur who has founded, purchased, sold, and taken companies public.