Good morning!
You’re going to find this hard to believe or, depending on the how well you know me, this will make total sense to you:
I came up with the idea for the sales tip while the sound of the dentists drill permeated the air yesterday morning.
During a routine checkup, my new dentist found a cracked tooth. This resulted in a second appointment, one where said tooth was drilled and filled. As I sat there with what felt like an entire erector set of steel in my mouth and an insane amount of noise in my ears, one thought got me through what seemed like an eternity of drilling: This is finite. This is finite. This is finite.
When I was doing long-distance cycling, I learned something about sales. I’d be completely exhausted and would start up a hill. My loan thought would be, “just a little further. I’m almost there. This is finite. This will end.”
Whether it’s cycling or uncomfortable dental work, there is a kinship to sales. Everything in sales is finite. The good times where it’s raining business will occur and end. The doldrums where nothing is happening and no one is buying will occur and will end.
When things are slow, this is a comforting thought.
When business is booming, it’s sobering.
So, if you’re killing it right now, do everything you can to remain crazy busy. Put all your effort into sales at the expense of everything else. If everything is shipped you’ve got nothing going on, don’t panic. Take a deep breath or take a break and then get back in the game.
Sales is a roller coaster of extremes. But what goes up, must come down. It’s all finite.
