Press On! The rewards of selling are the results of persistent hard work.

"Hard work spotlights the character of people; some turn up their sleeves, some turn up their noses, and some don't turn up at all."

The great triumphs of your sales career will be the rewards of your persistence. Never depend on your genius to carry you. If you have talent, improve it. If you have none, develop it -- but do not depend on it. The rewards of selling are the results of persistent hard work.

Filmmaker Bud Greenspan tells the story of packing up his cameras after the men's marathon at the Mexico City Olympics. Suddenly, a reporter ran up to him. "You ought to film this one," the man said, as Greenspan looked up.

Into the darkened stadium hobbled a participant, his right leg bandaged in two places. The man winced with every step. The race had been over for more than an hour, but John Stephen Akhwari of Tanzania still ran. The few hundred spectators who had lingered in the stadium began to clap, slowly and steadily, as Akhwari struggled to the finish line. When finally he stumbled across the finish line, clutching his damaged leg with both hands, the small crowd roared.

Greenspan had recorded every painful, triumphant moment of that emotional, courageous finish. "I asked him, 'Why'd you do this? You were in such pain, and you couldn't win,'" Greenspan recalled. "He looked at me like I was crazy. 'Mr. Greenspan, I don't think you understand. My country did not send me 5,000 miles to start the race. They sent me 5,000 miles to finish it!'"

Herman Sherman developed this Code of Persistence for salespeople. It's good!

I resolve to:

• Never give up so long as I know I am right.
• Believe all things will work out if I hang on until the end.
• Remain courageous and confident when the odds turn against me.
• Never permit anyone to intimidate me or shake my belief in me.
• Fight to overcome any setbacks.
• Try again and again and yet again to reach my dreams.
• Take new faith and resolve from the knowledge that many successful men and women have had to fight defeat and adversity to achieve their greatness.

Success in selling depends on your willingness to never give up. The reward is frequently delayed. Persistence is demanded.