Prior to my career as a motivational speaker and sales trainer, I started a career in the life insurance sales industry. I was 19 years old. I attended college for a year prior to that, but I didn’t like it. I guess it helps if you actually attend classes! It was a tremendous and rewarding opportunity. After my first day on the job, however, I wasn't sure about my new career.
That day I went to my boss and I said, "If I’m going to be a top producer in the life insurance business, what do I have to do? (Doesn’t every sales training professional want to hear that? Ha!) He said, "Big Al, if you want to be really successful, you have to go out and knock on doors. You’ve got to see people face to face. No telephones! Go out and see your prospects eyeball to eyeball." I did exactly what he told me to do.
I approached my first house and knocked on the door. Nobody was home. I went to my second house and knocked on the door, but nobody answered. About this time I’m thinking, “Yeah, this isn't too bad. I can do this.” I went to my third house and I knocked on the door. This time, the door opened just a bit, and I was faced with my first selling dilemma. Do I or don’t I push open the door?
I pushed open the door and I said, “Hello, is anybody home?” I heard a soft voice say, "Come in, come in." So I stepped into the living room and said, "Hello is anybody home?" I heard the same voice saying, "Come in, come in." I went a bit further into the dining room but found no one. I then found my way into the kitchen. When I walked into the kitchen I was met by a ferocious German Shepherd dog that jumped up against me and pinned me against the wall. I thought my life was over.
Then, out of the corner of my eye, I saw a caged parrot on the kitchen counter! I looked at that parrot and said, "You stupid parrot, don’t you know any other words?" The parrot looked at me and said, "Sic ‘em, sic ‘em.!!"
Does this kind of thing only happen to me? I share this story because there will be days when all you hear is "Sic ‘em." There will be days when nothing goes right, everything goes wrong, and life is full of surprises!
As any sales training professional and leadership expert will testify—things may go from bad to worse and you will have to make a choice to be hopeful or angry.
Will your glass be half full or half empty?
Every good sales trainer, motivational speaker and leadership guru will tell you the same thing, "Don’t let those obstacles get in the way! Put your head down and GO GO GO!!! Never quit!!!! Never, never, never quit!
Make it a great selling day and remember…
"If you don't sell more, you’re out of business!"
Alan W. Altmann
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