self-made
millionaires, asking them to what they attributed their success. An
astounding 85 percent of self-made millionaires in America admitted that they
were no more intelligent or talented than others, but that they “worked much
harder” than anyone else, for a much longer time.
The key to success in selling is for you to start a little earlier, work a little
harder, and stay a little later. Do the little things that
average people always try
to avoid doing. When you begin your workday, resolve to “work all the time you
work.” Don’t waste time. Get going. Move fast. Develop a sense of urgency, a
bias for action.
The key to success in selling is for you to start a little earlier, work a little harder, and stay a
little later.
Give It Full Throttle
Hard work and life success can be compared to taking off and flying an
airplane. When you get into the plane and taxi to the end of the runway, you call
the tower and request clearance for takeoff. As soon as you get your clearance,
you
give the plane full throttle, 100 percent, to move yourself down the runway
and into the air.
Here is my point. If you only gave the plane 80 percent or even 90 percent
throttle, you would never reach takeoff speed. You would stay on the ground
until you ran out of runway and crashed.
Don’t Hold Back
In life it is much the same. Many people work hard,
but they do not work all
out, with 100 percent commitment. As a result, they never reach the point of
takeoff that puts them in the top 10 percent in their field. They always stay
aground, among the average. They remain in the 80 percent of salespeople who
only earn 20 percent of the money that’s available.
The good news is that if you push your throttle on full and barrel down the
runway,
gaining speed and lift, you soon take off. By keeping your throttle wide
open, you will climb and climb until you finally reach cruising altitude. Once
you reach cruising altitude, you
can pull back on the throttle, take it a little
you reach cruising altitude, you can pull back on the throttle, take it a little
easier, and you will remain at that high altitude throughout your journey.
In your sales career, especially at the beginning, you must work all out, with
100 percent of your energy, to get free of the earth’s
gravity and break out of the
pack of mediocrities. But once you reach your cruising altitude and get into the
top 10 percent of money earners in your field, you can pull back on the throttle,
spend more time with your family and friends, and still maintain your income
and results at high levels.
Do'stlaringiz bilan baham: 
