| I've always been impressed with salespeople and | | | | Let's get on with it." |
| entrepreneurs who have the abilities and skills to | | | | Now that's the story and here's the take away |
| accomplish so muchon a daily basis. And not | | | | for salespeople and entrepreneurs. |
| surprisingly - they are usually the high performers. | | | | What are you sitting on that you should be |
| I gotta tell you about an article I just read in | | | | working on? |
| Saturday's Wall Street Journal written by Peggy | | | | Do you realize the key to finishing is starting? |
| Noonan. It's vintage Noonan - who is one of my | | | | Have you considered that today's the most |
| favorite writers. She can tell a story with glaring | | | | important day in your life? |
| clarity - not a bad trait for professional | | | | I remember my first sales job. I was excited to |
| salespeople to have. | | | | get it and dreaded to start it. I didn't have a clue |
| She talks about an event in the life of Gen. David | | | | what selling was about. |
| Petraeus, who is you know the commander of | | | | If you're a sales veteran, you can stop reading |
| U.S. troops in Iraq. | | | | now. |
| Now don't get your tail feathers up - this article | | | | If you're new to sales keep reading the next few |
| isn't about politics - so I encourage you to keep | | | | lines. |
| reading. | | | | Is your self-confidence not running at full throttle? |
| Here a few facts about the general you may not | | | | Do you feel a little overwhelmed at the start of |
| be aware of. He graduated from West Point in | | | | every business day? |
| 1974, 10th in his class. | | | | Are you long on enthusiasm and short on selling |
| He has a Masters degree in Public Administration | | | | skills? |
| and a Ph.D in the lessons of Vietnam. | | | | Well if you answered "YES" to any of these |
| He has served in these places: Bosnia, Kuwait, | | | | questions, you're probably making mistakes as |
| Iraq, Karbala, Hilla, and Najaf. He is admired and | | | | soon as your car leaves your drive way. |
| respected. | | | | Being new to sales doesn't mean you have to |
| Now back to Peggy Noonan's story. | | | | endure a long and miserable learning curve. I've |
| On September 21, 1991 he was shot in the chest. | | | | been there and done that and I know it's not fun. |
| During a live fire training exercise, one of his | | | | You can replace fear with boundless |
| soldiers tripped over his M-16 causing it to fire a | | | | self-confidence. |
| round. | | | | You can shorten your learning curve and start |
| He's rushed away to Vanderbilt University Medical | | | | selling more. |
| Center. A local surgeon was called to the scene. | | | | "Don't waste any time." |
| Without going into all the gory details, the general | | | | "Get it done." |
| had lost an incredible amount of blood. | | | | "Let's get on with it." |
| The surgeon had to decide whether to stabilize | | | | Oh, I forgot to mention that Dr. Bill Frist, who |
| the patient or operate. | | | | later became a U.S. Senator, then Majority |
| The surgeon saw the general was conscious and | | | | Leader, was the surgeon who operated on Gen. |
| said, "Listen, I gotta make a decision about | | | | Petraeus. |
| whether to take you straight to surgery or | | | | A get it done attitude will increase your sales |
| stabilize you first and give you blood." | | | | faster than anything else you can do. |
| The doctor was surprised at the general's | | | | Checkout my website for creative ideas on how |
| response. "Don't waste any time. Get it done. | | | | to "Get it done. |