John Hirth's commentary on sales...

"The only place success comes before work is in the dictionary.", Vidal Sasoon

In these challenging times we all must revert back to the habits that we know will bring success. Stay active in your market, make the calls, get referrals and apply with consistency what we teach.

Failure is a dumb name...

Failure is a dumb name. Call it PRACTICE... RESEARCH... TESTING.
– Dink Weber

I thought this was a great quote, and a concept we work hard at communicating in our programs. There is really "no" failure in sales... just getting closer to success, because the more you fail the more you will win! The only true failure in sales is failing to try!

"Favorite one liners..."

There's no substitute for hard work.
If you work hard and prepare yourself, you might get beat,
but you'll never lose."

Nancy Lieberman-Cline (1958 - )
American basketball player,
Olympic silver medalist
 

"Discipline weighs ounces, regret weighs tons..."

The burden of not doing what needs to be done is always greater than the burden of doing the task. This simple idea supports activity that builds confidence through a sense of accomplishment.

"There are very few business problems that can't be solved with more sales"

It's only true about 90% of the time, but most business problems cost money to solve and the key to more money starts with increasing sales and revenue. It goes without saying the sales have to be profitable but the simple logic is hard to argue with!

Delivered by John Hirth at a BAI convention

"Bulls make money, bears make money, pigs get slaughtered"

I can't tell you how many sales people act like "pigs". They want all the business right away and don't have the patience to start small and work their way up to a bigger piece of the pie. Or they think they should be able to make one or two calls to secure a "big player" in their market (and when they don't they quite calling!). Have patience, don't pressure people to buy faster or more than they are comfortable with and you'll get a lot more in the end! Be a bull or a bear not a "pig"!

Favorite "one liners"...

I've added a category to the weblog titled "favorite one liners". I have some favorites and I'll bet you do to! If you have one, particularly if you can relate it to the selling profession, e-mail it to me or scroll down and post it in the comment section. I'll add it to the list and immortalize your favorite "one-liner"! Let me know if you would like the quote attributed to you and I will add your name at the end. However, let's not take credit for someone else's work, so if the quote is attributable to someone famous add their name as well. We'll be happy to add you as the source!

"I'd rather do the hard things today that most people won't do, so I can do the things later that most people can't afford to do!" 

Goal Achievers Creed

"A good plan today is better than a perfect plan tomorrow"

I was told this was said by Sam Walton of Wal-mart fame. Not sure but unless I hear differently I'll give him the credit!

Question:"How do you eat an elephant?"

Answer: "One bite at a time"

A silly little expression but very appropriate for our business and life in general. Many times people get "paralyzed" when confronted with what may seem to be an insurmountable task. The "paralysis" can keep them from getting started, which is a guaranteed prescription for failure.

When faced with what seems to be an "insurmountable task" just get started! Don't worry whether or not you are doing the right things first... waiting to figure out what is the right thing will never get the job done! Better to start and re-direct then never start at all!