The Value of Discipline
Added July 2nd, 2009
By Tom Reilly, author of “Crush Price Objections”
“In reading the lives of great men, I found that the first victory they won was over themselves; self-discipline
with all of them came first.”
(President Harry S. Truman)
Discipline is bittersweet. We all know we need it, but we do not like the taste of it. It comes partially from the fact we often use it as a verb versus a noun. As a verb, it sounds like punishment, something you do to someone. As a noun, it sounds like a purposeful way of doing things. In sales, the victory you win comes with and because of your discipline–the noun, not the verb. For salespeople, discipline includes purposeful acts:
- Planning sales calls–if it’s worth making the call, it’s worth planning;
- Making that extra call at the end of the day when it’s easier to knock off and go home. Remember, there’s no traffic jam on the extra mile;
- Having an account plan for your key customers and sticking to that plan. Fewer than one-in-four salespeople do this;
- Being on time for sales meetings and appointments. It’s rude to be late;
- Making cold calls every week to discover new sources of business;
- Have a standardized way to keep yourself organized whether it’s a paper organizer or a PDA;
- Delivering on your promises to customers–it builds trust;
- Completing paperwork (itineraries and call reports) on time. What would happen if your company did its paperwork late–you would miss your paycheck, wouldn’t you?
- Holding the line on prices when your impulse is to discount; a discount discipline is an important part of protecting your profitability;
- Reading, studying and attending training; and
- Getting up early, shining your shoes, pressing your slacks and looking like a pro!
Discipline is something you teach yourself. Having a disciplined approach to your job demonstrates your commitment to your career.
Good Economic News
This new feature will share with you some of the latest good economic news–share with others.
- June 24 (Bloomberg) Orders for U.S. durable goods unexpectedly jumped in May, a sign companies are gaining confidence the recession is easing.
- June 25 (AP) The economy tumbled (less than expected) at a 5.5 percent pace in the first quarter but appears (U.S. Commerce Dept) to be doing better now, even though heavy layoffs persist. (Jobs are a lagging economic indicator.)
Good news, like love and hope, is better when you share it.
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