The difference between those that have, and those that don't!

I read an interesting quote the other day. Its a quote that I have included several times in many of my post's but for some reason this time I actually took it upon myself to meditate on it. It is found in Tim Tebow's autobiography, and it says "Hard work beats talent when talent doesn't work hard". One thing that I always found fascinating about Tim Tebow was his amazing work ethic. Here is a guy who is not built for the position of a quarterback, but adopts a take no prisoners work ethic that is just absolutely amazing. Look at rookie quarterback Cam Newton for example. Despite all his talent, he just doesn't work as hard. If he had the same kind of work ethic, he would probably be unstoppable. Which not only validates the definition of Tebows statement, but also brings me to the conclusion that true champions are not born but made.

It is my personal belief that the same type mentality is used or at least should be used in sales. I understand that technology has in fact changed dramatically however the old rules still apply. I know that the more people that I get a chance to talk to then the more deals I am going to work. The more deals that I work the more opportunities I am going to have to close. The more closing situations that I am involved in the better I will get at closing, and the more opportunities I have to close, the more I will in turn close. But it all starts with working a deal, training and preparation for that customer, getting them interested and presenting a proposal to earn there business. I can be the best closer in the world but without someone to close, Its my word vs my production. 

I know that nobody really likes practicing word tracks and closing techniques in the mirror. No body really wants to take the time necessary to role play and study past transactions to see where improvements are needed. But all the greats have had to do it. That is how they went from average to good and ultimately from good to great. Muhammad Ali once said that he hated every minute of training. But he said "Don't quit!!! Suffer now and live the rest of your life as a champion". That is the same intensity necessary in order to become great.

You know as well as I do that the possibilities are endless in our great industry. But it inst easy. Nothing with having ever really is. It takes dedication and hard work. If your sitting at your dealership waiting for the up bus to pull up, It aint coming folks. In this market the guy that is willing to work the hardest is usually the guy that ends up winning. Look at your leader board in tomorrows meeting. The people who are consistently at the top of the board are there because they out worked you. I know its a hard pill to swallow but its the truth. Look around at your top performers. They are freaks of nature when it comes to work ethic. There always working deals, on the phone, sending out mail, prospecting, etc... 

You know why they get more referrals than you? Because they ask for them. Your not asking for the business. Thomas Edison once said that the reason most people don't recognize opportunity is because it goes around dressed in overalls and looks like hard work. Everything is a opportunity. Speak to everyone. If they don't know you how do they know to call you? How do they even know what you do for a living? 

Colin Powell says that a dream doesn't become reality through magic. It takes sweat, determination, and hard work. I challenge each of you reading this to analyze yourself this weekend. Decide what it is that you want, then create a plan to get it. Dig deep and write down what your goals and dreams are. Refocus yourself on your wants and desires and allow your work ethic to follow. It wont come easy, But just like our friend Edison tells us, "There is no substitute for hard work". There is no way around it. Your either going to figure out a way to become one of the greats, Or starve yourself out of the business. No one rewards mediocrity.

Good Selling,


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