Going Back To Get Ahead

Have you ever run DOWN an escalator that was going UP? Well, I did at the Tampa Airport last week. Here's what happened:

Last Wednesday I was scheduled to fly from Tampa through Dallas to Phoenix on American Airlines. I just got back from Chicago the day before. It was a very busy week for me.

Usually I fly United Airlines but I just fired them. I'm not a spoiled brat or upper crust in any way. But I do like to treat myself and upgrade to first class once in a Blue Moon.

United Airlines has managed to p_ _ _ off most of their Executive Premier status flyers with the introduction of "Ted," and the elimination first-class upgrades when flying from Tampa.

Back to the story. I'm checking in for my American Airlines flight, using the self check-in terminal. As soon as I swipe my credit card they know who I am. The screen shows my itinerary and YIPPEE - my upgrade request for both legs of the flight to Phoenix have been approved.

I got so excited, it's been so long since I sat up in the front of an airplane, I grabbed the boarding pass and headed for the UP escalator.

I'm holding my Driver's License and the Dallas boarding pass, when I get this sinking feeling in my gut. I only have one of the boarding passes I need to complete both legs of the trip. YIKES!

I look back and can see the computer terminal I just left. There were three people hovering around it - but I could clearly see my second boarding pass still in the computer terminal.

I turned around and I'm one third of the way up to the next level - and no one is behind me. I grabbed my briefcase and carry-on suitcase and started running DOWN the UP escalator.

It was actually exhilarating until I reached the bottom and jumped. Fortunately I made it. I went back to the computer terminal and could see my name on the boarding pass so I grabbed it.

In case you're wondering why I didn't run up the UP escalator and then run down the DOWN escalator - there was no down escalator adjacent to the up escalator. If I wanted to get the boarding pass I had to go down. I had to go back. Time was of the essence!

You might think it's a stretch - I don't, but I see a number of sales parallels here.

Selling on the street is no walk on Primrose Lane. You deal with challenges every day and a lot of these challenges involve time or the lack of it.

To go forward in your career you may need to go back to a book, back to a CD, back to a coach, or even back to basics. I'm absolutely amazed, baffled, and befuddled at how many salespeople treat their jobs like being on a treadmill. A lot of walking but never getting anywhere.

Why anyone, while still alive and breathing, would settle for mediocrity is beyond me.

Don't settle for what you've got, struggle for what you want!

That's the story and here's the point! Sometimes you have to go back in order to get ahead.

Action Step - so what's holding you back? Come on, you know what it is. For example, if you're not organized, not particularly good at managing your priorities and managing your time - it may be time to go back to time management. Isn't it about time? By taking a step back you can oftentimes take a giant step forward:

Look - I'll even help you get started. Actually, I can't help everyone, but I can help some of you. Go here to learn how . . . http://www.kickstartcart.com/app/adtrack.asp?AdID=149225

PS - How would you like to become a top shelf sales manager? Discover what it takes to do what it takes. Check out my No-Brainer Inner Circle Coaching Program for sales managers. http://meisenheimer.com/sales_coaching/individual.shtml

Jim Meisenheimer is the No-Brainer Sales Training Guru. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or e-mail: jim@meisenheimer.com

Use this link to sign-up for Jim's FREE No-Brainer Selling Tips Newsletter and to get your copy of his Special Report titled, "The 12 Dumbest Things Salespeople Do." http://www.meisenheimer.com

In The News:


pen paper and inkwell


cat break through


How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Write Fundraising Letter Overlines That Donors Cant Resist (Includes Samples & Examples)

The headline that appears over the salutation in a fundraising... Read More

What Should I Charge?

People ask me, "What should I charge?"I say, "Ask your... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

Lead Generation Sins - 7 Of Them!

I really just don't get it.How can so many businesses... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Open Source Selling? The Next Evolution? The Next Revolution

"Open-source" is typically found in the Information Technology area as... Read More

Your Profit is in Your Follow-up: A System for Increased Sales Conversion

No matter what you sell--products, services, or causes--one of the... Read More

Finding a Used Mannequin

Many stores on a budget choose to buy a used... Read More

Get The Help You Need With Fund Raising Ideas

There are many fund raising ideas on the market today... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More

Keep the Referrals Coming

A key method of our survival in the business and... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the... Read More

Female Mannequins: An Overview

Female mannequins are very common in clothing stores. They are... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

The Basic Secrets of A Million Dollar Sales Letter

"Accepting the consequences, good or bad, will free you; take... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up... Read More

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself... Read More