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When salespeople call me for help, one of the first things I tell them is—success is a decision you make. When you decide to be successful, are compelled and determined that you’re not going to allow anything or anyone to stand in your way, success will follow. No, if your goal is a worthy one, it normally doesn’t happen right away, nor does it usually come easy, but if your decision is in the form of an ironclad commitment, the odds are highly in your favour that it’ll eventually happen—you’ll achieve the success you want.

Sound too simple to you? It does to most people. They think success goes only to those special, gifted individuals that possesses extraordinary talents and powers, to say nothing of the money to back up those talents and powers. They see themselves as normal and “normal” just doesn’t cut it, does it? Not in this tough world we live in nowadays, especially during these challenging economic times. So they stay on the sidelines, unable to make the kind of decision I’m talking about.

One of my favorite stories from Napoleon Hill’s Think and Grow Rich is the tale of when Henry Ford decided to produce a V-8 motor with all eight cylinders cast in a single block, and ordered his engineers to produce a design for the engine. The engineers, all of them, told Ford it couldn’t be done, that it was impossible to cast an eight-cylinder engine block in one piece.

According to Napoleon Hill, Ford said, “Produce it anyway.”

“But,” they replied, “it’s impossible!”

“Go ahead,” Ford commanded, “and stay on the job until you succeed, no matter how much time is required.”


If you wanted to work for Henry Ford you did as you were told, so they worked on the problem for over a year, but couldn’t find an answer. Hill writes, “The engineers tried every imaginable plan to carry out the instructions, but the thing seemed out of the question; ‘impossible!’”

“Go right ahead,” said Ford. “I want it, and I’ll have it.”

Does that sound like a decision made out of titanium? It does to me. Ford’s decision was justified when they finally— “miraculously”—solved the seemingly “impossible” task and gave him what he decided he’d have.

Have you ever used the expression “He wouldn’t take ‘no’ for an answer”? Did you use that expression with a certain level of admiration? I’m assuming you did. Why is it you admire people who won’t take “no” for an answer, but do not adopt that attitude yourself? Oh, yeah, I forgot: they’re extraordinary, but you’re only normal. Right?

If you decide to be successful, if you refuse to take “no” for an answer, you’ll be successful. Hell, you’ll even wind up admiring yourself.

That’s it, period, end of story.

Originally posted on sellingfearlessly.com

About the Author
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Robert Terson of Sellingfearlessly.com and author of “Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson.” He retired in January, 2010 from a 40-year career of selling advertising to small business people, 38 years of which he owned my own company, to write, speak, and help others succeed.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.


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