Change stinks. No it doesn't.
8/22/2014 02:49:30 pm
Great quote! As many sales people do, I spend a lot of my time marshaling prospects through change management exercises. I will accept your call to become a better seller this summer by reading a book on Edwin Link, the man who invented the simulator for pilots in the 1930s. At the time, everyone thought pilots were 'born, not made', even though pilots in the US Aircorps were crashing and dying at the rate of 9 deaths per 20 days. When they finally started using Link's simulator, it fixed the problem and the rest is history. I think there are lots of parallels here to the current state of selling and understanding how Link went about convincing an entire industry to change from 'winging it' to 'practicing it' will improve my ability to build my business and change my industry.
9/2/2014 03:30:19 am
Love this, Paul. Gonna go find that book and read that one too in addition to all the others you've recco'd for me in the past. We're all just students, aren't we? (Though I'm glad you're not judging me by the student you saw me as at Ucla...I bloomed a little late! ;-)
8/28/2014 04:07:41 pm
Yes. Yes. Yes. This goes for all aspects of life and all careers. I feel that constant self evaluation and self improvement is the key to a happy life. But for me, it's not directly going after the big goals. It's focusing on what I need to do every day. If I can hone my daily regimen and focus on small daily improvements, there's nothing that can stop me from reaching my goals. It's the ruts and small distractions that prevent us from reaching our goals. No one ever gained 100 pounds from eating one cheeseburger. It's the repeated small failures that add up. Changing yourself to avoid those small failures is core to reaching your goals.
Leave a Reply.
It's my job to make you feel good....about yourself, about your selling career and about your life! Read on and add when the impulse hits!