PASS OR FAIL… our 19 year old son Tommy is in his first year of University. Lots of big adjustments… being away from home, managing his own time, dealing with distractions and temptations. All this and the obvious pressure of succeeding in his academic pursuits. We asked him the obvious question… "What's one of the biggest differences you have discovered when you compare University to your four years of high school?". His response took me by surprise. He said, "Dad, it's different from high school. For some of the courses I am taking they do not give you a mark to tell you how you did… they just mark it Pass or Fail". He went on to explain that you don't get any insight when you get your exam results. The Professor merely tells you the bottom line – you either passed or you failed!
At first blush this seems rather contradictory to why he was going to University. We sent him there so he could learn, didn't we? Then I realized that they are teaching him about life! For sure, that's how the various components of the Business of Sales work, right?… it's either Pass or Fail. You either get the appointment or you don't get the appointment. You either get the order or you don't get the order. It's as simple as that. Brilliant!
Here is your ACTION STEP… let's look at your Sales Business the same way the University Professor views teaching. What are some examples of Pass or Fail in your day-to-day activities:
PASS OR FAIL?
1. You do/do not start your day with the right attitude
2. You do/do not dress professionally to give yourself a boost
3. You do/do not know who you're going to prospect in advance
4. You do/do not have a schedule that you follow
5. You do/do not know what to say in all sales situations
6. You do/do not know how important it is to project a powerful energy level at all times
7. You do/do not have an Academy award-winning presentation
8. You do/do not have the mental toughness to handle ongoing rejection..NEXT!
9. You do/do not understand that the Sales Business is still a "numbers game"
10. You do/do not have a passion for what you do!
As a Salesperson, whether you Pass or Fail boils down to your acceptance of the fact that in Sales there is no middle road. You don't "almost start prospecting", you don't "almost get the appointment", "you don't "almost make the Sale". Tommy's University Professor is teaching him a valuable lesson. Life is very black and white. Make sure you position yourself to pass every exam you take. Learn from your mistakes and then go out and "rewrite the exam again and again and again". Before long you will pass every exam you write. That was your intention right from the beginning, wasn't it? NO Excuses.