Finish Strong by Dan Green

Author:Dan Green
Language: eng
Format: epub
Publisher: Sourcebooks
Published: 2020-07-10T00:00:00+00:00

Attitude

Life is 10 percent what you make it and 90 percent how you take it.

—Anonymous

How you respond to the challenge in the second half will determine what you become after the game, whether you are a winner or a loser.

—Lou Holtz

Keep Clippin’ Along

By embracing the attitude to Finish Strong, I’ve created a personal level of accountability that goes with me wherever I go. The first time I really discovered the power of this mindset was early in my selling career. In the early nineties, I sold software systems to commercial banks. A great deal of my selling efforts involved prospecting for leads over the phone. No matter how good you are at selling over the phone, it can be challenging to push yourself to make one more call, and a key to success in selling is making one more call.

As a method of daily goal setting, I started my day in the office by taking twenty-five paper clips from my desktop paper clip holder. I placed the paper clips on a coaster right next to the holder, which was next to the phone.

Each time I engaged in a meaningful selling conversation, I took one of the paper clips from the pile and put it back in the holder. I knew that if I created twenty-five selling conversations each day, my ultimate sales goals would be reached. I made a commitment not to leave the office until every paper clip was put back. There were many times when the day was over for everyone else and I had one paper clip sitting on that coaster, staring at me. To Finish Strong, I needed to have one more selling conversation. I dialed until I succeeded. I never left a paper clip sitting on the coaster, and I never put one back that I did not earn.

The level of activity I created during this time stuffed my sales pipeline with opportunities. My career took off, and I tripled my income in the course of two years, all because I chose to Finish Strong.

The most important thing about goals is having one.

—Geoffrey Abert

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