Newton on Patient Attention

 

“If I have ever made any valuable discoveries, it has been owing more to patient attention than to any
other talent.”

– Isaac Newton (1643–1727)
English mathematician and physicist

Beginning at the top of the next hour and through the next 48, challenge yourself (and your team)…

When you begin a discussion with a customer, prospect, or colleague (or family member), give that individual your complete attention until the issue at hand has been fully addressed.

Every single discussion. Every single interaction. The entire 48-hour period.

Don’t let a phone call interrupt an in-person conversation. Don’t let your email distract you from a phone call. Don’t let a passerby, instant messenger, berry, or iThing take your attention away from someone standing right in front of you (or on the phone).

Remember… Sales is an interpersonal profession (and you’re a grown-up).

Francis de Sales on Sticking To It

 

“Have patience with all things, but chiefly have patience with yourself.”

– St. Francis de Sales (1567–1622)
French bishop and writer

What are the most common “drag you down, get in the way of success” thoughts?

  • Defeatist (accepting, expecting, or being resigned to defeat)
  • Cynical (contemptuously distrustful of human nature and motives)
  • Vindictive (seeking revenge)
  • Blame/ Fault
  • Wishful (do what you can to influence the deal and keep moving)
  • Self-pity

 

Longfellow on Being SalesTough

 

“Let us then be up and doing,
With a heart for any fate;
Still achieving, still pursuing,
Learn to labor and to wait.”

– Henry Wadsworth Longfellow (1807–1882)

American poet

It took a lot to bring in your customers. Make sure you keep them by continually radiating the sales culture internally. When you see an opportunity, seize it (for the good of everyone).

Sales results can be directly affected by the actions of your entire team – your receptionist, your implementation people, the people in collections, your delivery people. In some cases, you may not even know it.

Be the positive spark to others. It’s the right thing to do and it’ll help you sell (and retain) more as a result.