The Common Denominator

I have had to make cold calls many times. It is always a bit frightening in the beginning. The more calls you make the more you find out

  1. People never answer their phone
  2. People who do answer their phone are actually kind of nice
  3. The more calls you make the easier it gets

There is a small booklet called The Common Denominator of Success written by Albert Gray.  It’s a powerful book and one that everyone that desires more out of life should read. In it Mr. Gray talks about the most important factor today that make men successful and what makes them a failure. That factor is habit.

We are where we are in life are due to our habits. If we have good habits we have bright future ahead. If we have bad habits we drift into mediocrity. The person who is successful has one common habit and that is they form the habit of doing things that failures don’t like to do. It is not something they enjoy but they just do it.

There is a common feeling inside every one of us and that is to be appreciated by others. Most folks i know are people pleasers. Scared at the thought of bringing up a subject that a prospect does not want to talk about. Because we don’t like to talk to someone else about what they don’t want to talk about. It just feels so uncomfortable. That is why there are so few successful people. Giving a sales pitch over the phone feels uncomfortable but the successful man or woman makes it a habit to go through these feelings until one day it feels natural when making a closing pitch..

One the other hand, the person that gives into his fears never moves forward and never conquers that fear. They forever sit in square one never experiencing anything new. Why do successful men and women do what they do? Is it because they like it? They do not like it at all. However, they have a love for pleasing results.  

So how do you form the habit of becoming a successful salesperson?

  1. You will have to do what you don’t feel like doing. Sometimes that can be reaching out to someone you don’t know. It could be cold calling or cold emailing. The good news is there are services that can do this for you. ( e.g.
  2. You have to build rapport. “But it feels so uncomfortable almost as if i have ulterior motives”…Get used to it until it feels comfortable.
  3. You have to ask for the sale. Once you have cold called and built some rapport and gotten past that fear. You face another point of rejection and that is asking for the sale. If you don’t know how to ask for the sale simply ask how will you be paying today cash or credit?
  4. You have to follow-up. Simply pick up the phone and see if the customer is ready to purchase at that time.

It is amazing how simple this process is but for most of us we hesitate until we are frozen in our tracks and months and years pass by and we’re still desiring to get somewhere. However, we will not get anywhere unless we repeatedly and relentlessly form the habit of doing what most people don’t like to do.

I will tell you one thing that word forming is not easy at all. But it’s not hard either. Carrying a box of bricks on your back to the top of a 3 story building is hard. So start today then continue tomorrow and then the next day and don’t stop until you are formed into the brave bold person you were meant to be.

Question: How are you forming good habits today? Are you forcing yourself to do what you don’t feel like doing? Please share

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