Shortcuts Add Up to a Big Detour in Life
by Joe Bonura, CSP
BAD HABITS ARE EASY TO FORM AND HARD TO BREAK
I was walking my dog Muffin this morning for thirty minutes when
it occurred to me that I could cut ten minutes off of my usual 45
minute walk by cutting across a field. My first reaction was to
do it, and then I realized that I wasn't walking to see how fast
that I could get back home. I was walking for my health. It would
not have made a tremendous difference today if I had taken the shortcut,
but it would have set a precedent that would have been a first step
in developing a new habit, and not necessarily, a good one. The
consequences of taking the easy way out are not always immediately
obvious. Cumulatively, they add up to the final result, and in this
case -- less calories burned, a bad habit, poorer health, and an
FOR EVERY ACTION, THERE IS AN EQUAL AND OPPOSITE REACTION
What appear to be small shortcuts may add up to a big detour in
The late W. Clement Stone, entrepreneur and author, said that for
every action, there is an equal and opposite reaction.
The same principle holds true in selling:
- I don't feel like making one more call today.
- I don't feel like sending follow-up thank you notes.
- I don't feel like researching the client's business before making
- I don't feel like asking questions during the sales call.
- I don't feel like asking for the business.
Any one of these taken alone does not amount to much, but taken
as a whole or individually repeated on a regular basis, they could
affect your entire sales career.
THE OLD OAK TREE
A friend of mine in New Orleans once told me the story of an old
oak tree that stood on the gulf coast of Louisiana for over one
hundred years. The old oak tree had endured fires, hurricanes, tornados,
and draught. One day, for no apparent reason, the old oak tree died,
and no one could understand why the tree had died.
They called in tree experts who dug up the roots of the tree, and
they discovered that tiny beetles had attacked the roots and killed
the old oak tree. Your sales career can be destroyed in the same
way. Tiny, destructive acts repeated again and again will destroy
your career from the inside out.
SUCCESS IS A JOURNEY THAT IS ACHIEVED ONE STEP AT A TIME
At any given time in your sales career, you are taking one step
forward or one step backward. Life is a series of small choices
that add up to a life of success or to a life of failure. My decision
to not cut across the field provided beneficial results.
I felt better physically and mentally for having walked the additional
The same holds true in selling. Whenever you take shortcuts in
the selling process, you are sure to shortchange your success.
What shortcuts do you plan to skip today???
© 2004 Joe Bonura & Associates, Inc.