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Get It Done!
     I've always been impressed with salespeople and entrepreneurs who have the abilities and skills to accomplish so much on a daily basis. Not surprisingly, they are usually the high performers.
     I want to tell you about an article I just read in an issue of the Wall Street Journal written by Peggy Noonan. She talks about an event in the life of General David Petraeus, who is the Commanding General of the Multi-National Force in Iraq. (This article isn't about politics, so I encourage you to keep reading.)
     Here are a few facts about the general of which you may not be aware. He graduated from West Point in 1974, 10th in his class. He has a master's degree in public administration and a Ph.D in the lessons of Vietnam. He has served in these places: Bosnia, Kuwait, Iraq, Karbala, Hilla, and Najaf. He is admired and respected.

Article continued below

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TOP SHELF TIP NO. 57
"If we had no winter, the spring would not be so pleasant; if we did not sometimes taste of adversity, prosperity would not be so welcome."

Anne Bradstreet, writer and the first notable American poet, 1612-1672

     Now back to Noonan's story. On September 21, 1991, during a live fire training exercise, one of his soldiers tripped over his M-16 causing it to fire a round, and Petraeus was shot in the chest. He was rushed by helicopter to Vanderbilt University Medical Center, and a local surgeon was called to the scene.
     The general lost an incredible amount of blood, and the surgeon had to decide whether to stabilize the patient or operate. The surgeon couldn't believe the general was still conscious and said, "Listen, I've got to make a decision about whether to take you straight to surgery or stabilize you first, and give you blood." The doctor was surprised at the general's response: "Don't waste any time. Get it done. Let's get on with it."

Lessons For Salespeople
     Now that's the story and here's the take away for salespeople and entrepreneurs.
     What are you sitting on that you should be working on? Do you realize the key to finishing is starting?
     Have you considered that today's the most important day in your life? I remember my first sales job. I was excited to get it and dreaded to start it. I didn't have a clue what selling was about.

Newbie Or Veteran
     Is your self-confidence not running at full throttle? Do you feel a little overwhelmed at the start of every business day? Are you long on enthusiasm and short on selling skills? If you answered "yes" to any of these questions, you're probably making mistakes as soon as your car leaves your drive way.
     Being new to sales doesn't mean you have to endure a long and miserable learning curve. I've been there and done that and I know it's not fun. You can replace your fears with boundless self-confidence. You can shorten your learning curve and start selling more.
     However, a lesson can be learned from this story for both the newbie and veteran salesperson. Don't waste any time. Get it done. Let's get on with it.

     Source: Jim Meisenheimer is a former U.S. Army officer, the author of seven books and a certified speaking professional. He is the publisher of the bi-weekly newsletter, No-Brainer Selling Tips and the former vice president of sales and marketing for Baxter International.

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