Change your socks, change your mind set

How do you prepare to excel?

History is filled with stories of great people and nations rising above the challenges they faced — to build stronger communities, to fight back injustices, to secure resources vital to survival.

The business section of every book mart is chock-full of CEO writings on “How we did it” — how we built a great team, how we became an overnight success, how our company beat all the odds.

The common theme here? Successful people (and companies and civilizations) demonstrate an innate ability to persevere. To hang tough, and not give up too soon.

In 1941, Winston Churchill delivered a powerful speech on persistence. To Churchill it was a straightforward wartime directive: Never give in! Even as German forces attack our homeland, we will defend Great Britain.

“Never give in; never give in, never, never, never, never. In nothing — great or small, large or petty — never give in except to convictions of honor and good sense.”

As sales professionals, we can learn from Churchill’s rallying lesson. “Never give in!” aren’t just fighting words. They’re really the basis of a tried and true formula for success: Time + Consistency = Results.

To build success in sales you need to demonstrate both patience and persistence. Successful sales consultants also develop sharp focus and mental stamina. It’s human nature to want to see instant results, instant success. Most sales people give up too soon — even after just the first call. I remind clients it takes an average of five calls or selling opportunities to obtain a new client — and even more effort to retain that client.

Rather than throwing in the towel on a potential client, sale, or growth opportunity, work on your own “Never give in!” approach.

Surround yourself with positive people — and return all the positive energy you can muster.
Gain all you can from mental fuel (books, coaches, seminars, training) and pass up the tempting — but mind numbing — mental candy (too much television, tabloids, time wasters).
Develop the mental and physical stamina required to be at your best everyday. Focus all your energy on your definition of success.
Work your short- and long-term goals into every activity on your daily schedule. You have the opportunity to build confidence, hone skills, discover insights, and excel many, many times each day.

Make persistence pay off. Don’t give up on the success you can achieve!