Be like a stone cutter!

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Be like a stone cutter!

Encourager-In-Chief: July 10th, 2019

Every little bit of effort counts.

Every salesperson knows that, from time to time, you’re likely to get discouraged. You work long, hard hours, weeks, months, and in some cases, even years, to land a prospect without seeing any sign of results. It happens to everyone. The good news is sometimes it pays off and often it pays off far better than our wildest dreams.

When I first started my own business, one of my customers referred me to her new employer. I met the owner and she was very cordial, but she let me know that she was already working with another coach. I respectfully kept in touch with her. Finally, two years later, she invited me to meet with the other owner in her company and the two of them hired me to train their entire sales force. It was the single largest contract I’d received since I started my own business.

Many years ago, I went to a chamber mixer. The hotel that was hosting the mixer was owned by some of the same people who owned another property whose staff I was already coaching. Even though I met the general manager of the hosting hotel at the mixer, it took me two years of phone calls before he gave me his first order. But when he did, he bought out my entire Leadership Academy and 20 additional seats for my seminars. Now he’s one of my best customers and has referred me to his brother, who owns yet a third property.

Many people don’t understand that a stone cutter uses a sledgehammer and sometimes has to smack it against a boulder more than 1,000 times before anything happens. To the untrained eye it appears that the stone cutter is not making any progress. However, the stone cutter understands that with each strike of the sledgehammer, tiny cracks are forming within the boulder. Sometimes after 1,000 strikes, the boulder will split in two. It wasn’t the last strike that did the trick, but all the strikes that led up to it.

The key to long-term success in sales comes from persistence and moving steadily forward without giving up until you’ve achieved your goal.

How do you eat an elephant? One bite at a time.
- Famous business proverb

This excerpt is taken from my Relationship Mastery seminar.

Relationship Mastery


I encourage you to check out my Sales Mastery audio program which also includes this lesson in greater detail.

Sales Mastery


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