Reinforcement
Ξ February 26th, 2009 | → 0 Comments | ∇ Money |
When you achieve the status of superprofessional salesperson, you’ll be tempted to despise the very labors and methods that put you there. When you’re still struggling upward, you’ll find it easy to say, “Oh, no, not me. When I get there, I won’t forget howl did it.” But you will, and some of that is good. You don’t want to dwell on past difficulties except to laugh about them. Still, the toughest task I have as a trainer always is with the superprofessionals who are slipping. They don’t want to believe the explanation for their troubles is that they’ve stopped doing what made them superprofessional in the first place. Can there be any other reason for them to slip back into average performance? You might say, Maxie Kwotabuster’s sales are down because of his three-martini lunches, his three-hour handball games during the golden hours, or because of the manner he’s adopted since becoming successful. But when old Max was fighting his way clear of being average, his lunches were businesslike and left him refreshed for an effective afternoon; he guarded his golden hours jealously and used them effectively; he treated people cordially. And you can be sure that when Max was making his first run at success, he found the time necessary to effectively perform all the basic functions of sales work.