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You Are Twice as Good as You Think You Are - part 1

At a sales meeting, the men were told that they were at least twice as good as they thought they were.

One particular salesman took the statement seriously. He de­cided to prove—or disprove—the assertion. He studied his work, the average daily number of interviews he was making. He con­sidered the percentage of interviews which resulted in sales. He estimated the average size of the orders he had been booking.

His study revealed one worth-while fact. He was not getting any really large orders because he had been timid in calling upon those who could place large orders.

This salesman made a many-sided decision. 1) He would call upon those who could place big orders. 2) He would make more calls per day. 3) He would improve his salesmanship so that he could close a larger percentage of orders.

Was this man twice as good as he had thought he was? Be­lieve it or not, at the end of a month he came near closing ten times as much business as he had formerly been doing.

Think what this did to his income! Instead of wishing for a better home, he was able to buy one. Instead of driving an old cheap car, he called upon his prospects in a new and far more expensive one. Both he and his wife now wear better clothes.

A man who had gone a bit overboard in the height to which he had raised his standard of living, was constantly "in a bind" in making his income meet his outgo. He was told that he was twice as good as he thought he was. Thinking about this provoca­tive idea, he began to see his situation in a new perspective.

"Other men can live in even better homes than I do, and they get by. How do they do it?" he asked himself. This man's income was sufficient to meet customary expenses, but when illness came into the family his budget would be shot.

A careful study of his circumstances revealed two means of increasing his earnings. First, he could strive to do a better job with his company. Second, he could find a means of adding to his income through part-time work. He decided to explore both avenues.

With a new spirit on his job and a desire to do his work better than it had ever been done before, our friend was soon observed by the management and properly rewarded. Taking the agency for a good product, he added about $100 weekly to his income, by just working in his spare time.

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