Do You Approach A Sale As Though the World Was Coming to An End?

Of Course You Do. And Why Wouldn’t You?

Selling success is a derivation— from the same toughness of will that applies to succeeding at any competitive endeavor requiring overcoming obstacles to achieve an end-result.

Selling is at the pinnacle of the business world’s most negative, consequently most challenging, occupations. Rejection, the order of every salesman’s day, attaches both extreme challenge and extreme satisfaction. Few professions are capable of providing the sense of accomplishment derived from competing in a contest to be won, with such a compelling prize—a completed sale— at stake.

The salesman always has two choices when circumstances get tough: overcome an obstacle, growing stronger in the process; or, give in—the circumstances win the day.

We are creatures of habit. If the tendency is to quit when the going gets tough it becomes easier to give up the next time conditions get rowdy. From another perspective, push through the challenge, and inner strength, consequently selling competence, grows—not a new concept. People characterized as winners have, as a universal understanding, not comprehending the meaning of the word no.

The concept has been expressed succinctly by many of history’s achievers in their own observations regarding what it takes to extend beyond accepting being ordinary—to becoming extraordinary:

Vince Lombardi famously said:

“The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.”

“The difference between the successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.”

And Charles Lindbergh, who completed the first intercontinental flight from the United States to  Europe, stated his own views on the subject:

“Success is not achieved by what a man accomplishes, but by the opposition he has encountered, and the courage with which he has maintained the struggle against overwhelming odds.”

But no one said it better than Calvin Coolidge’s comments on the extreme value of one of selling’s hallmarks—persistence:

“Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”

And as anyone who has ever engaged in selling as a career choice will tell you: “you have to fight when you already feel defeated.” Said another way, “the sale begins with the first no.”

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Ron Brock

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