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In
1899, the head of the US Patent Office, Charles Duell, said,
“Everything that can ever be invented has already been invented..."
And, in response, the government actually closed the patent office
for a period of time because they believed him. Imagine, based on a
comment by one man, albeit a man in position of power, the
government lost faith that anything else could be possible for the
future. Looking back, I could say they got lazy or they gave up too
easily. Regardless of what it really was, I’m glad it was only
temporary. Consider what would not be if they had really given up –
air travel, space travel, computers, e-mail, and cell phones. The
list is endless.
“Coach Nick, we’re
sales professionals, not inventors. What does something Chuck said
more than 100 years ago have to do with us?” My answer - everything.
Above, I mentioned
how the government actually closed the patent office for a short
time because of what old Chuck had to say. But, if they really
believed him, everything that has happened since 1899 wouldn’t have
been possible. Look at the world today, and imagine what would have
happened if they had believed Chuck. Would we have air travel, space
travel, computers, e-mail, and cell phones? No, because Chuck told
everyone it wasn’t possible.
Now, think back to
your own selling. How many times have you said, “I tried that
already,” or “That won’t work with that customer.” or “No one’s
going to sell them.” Once? Twice? More? Well every time you think or
say something like the statements above you’re doing exactly what
Chuck did in 1899. You’re saying “Everything that already works has
been tried.” This is what I call “Being Chuck.”
Whether we want to
admit it or not; many of us have or have had the same attitude as
Charles Duell when we try to accomplish something we desire. For
example, when you have to get in touch with a prospect to schedule
an appointment, how many times do you try; once, twice? How many
venues do you use: phone, email? Do you give up when these don’t
work? If so, you’re “Being Chuck.” What happens when you try to
create new sales with an existing client? Do you tell yourself, it
won’t work or there’s no way they will buy? If so, you’re “Being
Chuck.”
“Being Chuck” is
saying “It won’t work,” “It’s already been done” or “It’s no use
trying” and giving up on new ways to get what you want and need. By
“Being Chuck,” you are essentially letting an immediate roadblock or
challenge overtake any opportunity you have for great things.
But I don’t want to
focus on the past, let’s look forward and find ways to stop “Being
Chuck” and instead of giving up or telling yourself it’s already
been done, try something new and unique for getting that appointment
or closing the deal. To do this, you need two things – Resourcefulness
and Perseverance.
Resourcefulness
is about thinking and acting upon many different ways to accomplish
the same goal. Every approach you could possibly take should always
be sought out, every angle should be hit, and every opportunity
should be taken. Customers like you more when you bring them new
ideas and take responsibility to move things forward in a proactive
manner. Perseverance, to echo the words of Julie Andrews, “is
failing nineteen times and succeeding the twentieth." Your goal then
should be to leave a lasting impression in your audiences’ minds.
The only way to accomplish this is to never give up. By surrendering
too soon you are demonstrating that it doesn’t mean that much to
you, and if a person is disinterested in us, why would we want to do
business with them?
So consider that
prospect you want to meet or the new product you think your customer
needs and think about new ways to get what you want. Then, when you
find yourself saying “It’s already been done, there’s no other way,”
STOP think about what happened in 1899 and make a point of not
“Being Chuck.” If you keep trying, achieving your goals is always a
possibility. If society had stopped when Mr. Duell said it was
already done, the e-mail you’re sending or the call you just
received on your cell phone may never have come to fruition. So,
don’t give up on your clients and they won’t give up on you. |
