Someone made the comment to me a while ago, “What the world needs is a little less knowing and a whole lot more doing.” I don’t believe a person can every gain too much learning, but I do believe that everyone can and should do more than they are doing. This is particularly true with sales people. Simply knowing something is not enough. It is not what you know that makes a difference in your sales career; it is what you do with that knowledge really that matters!
When my children were little, I was always telling them what to do and they would respond, “OK daddy”. That is what parents are supposed to do, isn’t it? When they were older I still told them what to do as part of the parenting process and they would respond, “I know daddy!” When they became teenagers I continued the parenting process by painstakingly reminding them what to do and they would respond, “I know, I know, now leave me alone.” My response was, “I know that you know, I’ve been teaching you for years. I want you to do what you know.”
I am in the business of teaching and training salespeople; with the expectation that they will take action with those principles and skills they have learned. However, even adults don’t always do what they know is right. They often do what they like to do and what is convenient. I remember on of my children telling me that they did all the things they had been taught, provided they were things they wanted to do. Seek first to learn and then go forth and do those things you have learned. To do otherwise is a foolish waste of time. One of my favorite quotes regarding success talks about the principle of doing.
“The successful person makes a habit of doing those things that the unsuccessful person is not willing to do.” – Albert Gray
One of the three saboteurs of sales success is complacency. When sales people begin to experience success they become complacent, believing they have reached their ultimate level of success. They forget the pattern of behavior that allowed them to taste success and return to their previous poor habits, forgetting the new skills they have applied. Guard against complacency and the false sense of “having arrived.” Continually apply those skills that have allowed you to taste success and look for daily opportunities for improvement. Set goals to keep you focused on reaching higher levels of performance and success.
I’m reminded of a story I heard years ago recounting this very principle of complacency, which unfortunately is practice by many salespeople, and discipline, the habit of applying the principles and skills you have been taught, which is practiced by only a few sales people. Enjoy the story and seek to find application and improvement in your sales activities.
THE SALESMAN
And in those days. behold there came through the gates of the city a salesman from afar off, and it came to pass as the day went by he sold plenty.
And in that city were they that were the order takers and they that spent their days in adding to the alibi sheets. Mightily were they astonished. They said one to the other, ” how doth he getteth away with it?” And it came to pass that many were gathered in the back office and a soothsayer came among them. And he was one wise guy. And they spoke and questioned him saying, ” How is it that this stranger accomplisheth the impossible?”
Whereupon the soothsayer made answer: “He of whom you speak is one hustler. He ariseth very early in the morning and goeth forth full of pep. He complaineth not, neither doth de know despair. He is arrayed in the purple and fine linen, while ye go forth with pants unpressed.
“While ye gather here and say one to the other, ‘Verily this is a terrible day to work’. he is already abroad. And when the eleventh hour cometh, he needeth no ablibis. He knoweth his line and they that would stave him off, they give him orders. Men say unto him ‘nay’ when he cometh in, yet when he goeth forth he hath their names on the line that is dotted.
“He taketh with him the two angels ‘inspiration’ and ‘perspiration’ and worketh to beat hell. Verily I say unto you, go and do likewise.”
– Author Unknown
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