Sales Crumbs from the Master's Table

Author Commentary with Brandon

Play Video

Chapter 21 Commentary

Key Lessons

Share your successes with others!

Someone around you needs your testimony. Their tank of enthusiasm is empty and their reserve tank of persistence is drained. You can become their "filling station!" That is the essence of Connection - to be there when someone (yes, even strangers) needs us and, in return, we can expect someone to be there for us in our time of need.

Always exhibit the admirable traits of success.

There is a presence that truly successful people have that is not dependent on if the temporary circumstances are "good or bad." They know they are successful regardless of whether they are abased or abound.

Success breeds success.

I recall one of my first jobs at an outside sales position selling residential alarm systems. It was commission only, we were broke, and had our first child on the way. They paid me $200 a month in gas allowance only. Entering the 5th week, I had not sold one system. I was still "upbeat" (I cried in the car where no one could see me) and remained honest and kept my integrity - though it appeared as though the successful people had done neither. Through persistence, at the end of that 5th week, I sold my first system! The next week, I sold 4 and the next week...8!

A successful reputation

The independently contracted telemarketers (part-timers working from home - who also got paid for completed sales) noticed that I had the best installed percentage and persistency. They began to "preferentially" set up my appointments knowing that I would treat their clients well and close the sale. For the next 6 months, I was the top rep with ease! The company eventually went out of business, but I had more confidence in my abilities and developed skills that serves me even to this day.

Every experience is an opportunity to learn and develop.

Your past and current positions are all progressive steps toward becoming the consummate and ultimate sales professional - the Trusted Advisor.