An inexperienced rep sat across from me; he was depressed and dejected after a long unsuccessful week in outside sales. “I never realized it would be so hard: facing rejection from prospects, listening to customer complaints, and just trying to figure out what I should be doing next. I never realized how difficult serving the customer could be!”
What words of encouragement does a seasoned mentor provide a dejected young rep with tremendous potential, as he struggles to become an accomplished sales professional?
A timeless source of motivation is Og Mandino’s “inspiration of the ages,” The Greatest Salesman In The World. The Legend of Ten Marked Scrolls was just what the doctor ordered to encourage the young man in accomplishing his life’s goals.
- Scroll I: Commitment. Today I begin a new life. I will form good habits and practice them faithfully.
- Scroll II: Love. I will greet this day with love in my heart. I will love all manners of men for each has qualities to be admired, though some may be hidden. I will always love myself.
- Scroll III: Persistence. I will persist until I succeed. I may fail often before I succeed once.
- Scroll IV: Miracle. I am nature’s greatest miracle. I am here for a purpose. I will display my uniqueness in the marketplace.
- Scroll V: Time. I will use this day as if it were my last. If I waste today, I forfeit the last page of my life.
- Scroll VI: Emotion. Today I will be the master of my emotions. I will master my moods and control my destiny through positive action.
- Scroll VII: Laughter. I will laugh at the world. Laughter is the quickest way to stand up and start all over again, after life knocks you down.
- Scroll VIII: Value. Today I will multiply my value a hundredfold. To surpass the deeds of others is irrelevant; to surpass my own deeds is outstanding.
- Scroll IX: Action. My dreams are worthless, my plans are dust, my goals are impossible without action. I will act TODAY!
- Scroll X: Guidance. Who is of so little faith that in a moment of great disaster or heartbreak has not called to his God? The guidance you seek will come: even in God’s silence, you will find your answer!
The young salesman left our meeting determined to persevere. Reflecting on the Scrolls over time, he has gone on to a highly successful career. On occasions when our paths cross, he’ll reminisce on the time he wanted to give up, but rejoices now that he has succeeded with a rich career in a profession to which he was truly called.
