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).

Gibran on The Bright Side


“The optimist sees the rose and not its thorns; the pessimist stares at the thorns, oblivious of the rose.”

– Kahlil Gibran (1883–1931)

Lebanese writer and philosopher

A simple challenge where everyone wins (you and those around you). No risk. No additional time required.

Within the next 3 weeks (or maybe the next 3 minutes), set a 2-day period as your days (or your team’s days) to inspire others. Two days where you’ll put on blinders to anything negative and be the one in the office who everyone else can count on for words and actions that inspire and encourage. Two days where you’re the light for other people – your colleagues, your prospects, your customers – no matter what.

Allow nothing negative and focus only on your service to others.

Once you set your 2 days, fully commit to the effort regardless of the inevitable challenges, regardless of the weather (please, never the weather). Fall off the inspirational horse at 2:11 on the first day? Get back on at 2:12 – no excuses.

Remember, you wake with an option for your daily attitude. Challenges will come up regardless.

Saint-Exupery on Your Future

“As for the future, your task is not to foresee it, but to enable it.

– Antoine de Saint-Exupery (1900–1944)

French aviator and writer

How are you kicking off your salesday?

Are you preparing your mind with solid thought, information, and support? Are you allowing the right radio or TV personalities to get you ready? The right news or material? The right people at the office?

Be careful to what you give your attention. It all has an influence on you. (And kicking it is much more fun than mediocrity… or worse.)

Feed your mind well. It’s where action starts.