"Our business in life is not to get ahead of others but to get ahead of ourselves - to break our own records, to outstrip our yesterdays by our today; to do the little parts of our work with more force than ever before."
Long before the famous discovery of Alexander Graham Bell, Wilhelm Reiss, the German schoolmaster, constructed a telephone through which he could whistle or hum. However, the gadget couldn't transmit speech. Something was lacking! Reiss never let the electrodes touch in his telephone. Bell then followed Reiss and discovered that a little screw controlled the telephone electrodes. Accidentally, he moved the screw one-thousandth of an inch and speech, articulate and clear, came through. History records that the fraction of an inch made an enormous difference.
You may be just that short distance from success in your selling career. Just a little improvement in your daily planning, a little adjustment in your sales presentation, a little additional product knowledge, a little more positive action, or persistence - and unusual success can become yours. Plan and prepare purposefully, proceed positively, pursue persistently.
Chances are good a very slight improvement in your day-to-day selling habits will have a huge cumulative impact at the end of your year.
Gates of achievement swing wide for the salesperson who sees infinite possibilities in the insignificant. This is especially true with those salespeople who are determined to deliver a little extra and do a little extra.
Consider these three little words . . . AND THEN SOME! They will point you toward success. We're convinced these words make the difference between average salespeople and top performers.
The high achievers do what is expected . . . and then some.
They hold themselves responsible for higher standards. They make good on commitments and responsibilities . . . and then some.
They can be counted on to represent the company and themselves in a professional manner. Their selling success secret is wrapped up in these little words . . . and then some!
