The number one quality of success

Posted: October 21, 2021 | Categories: Presentation skills, Sales, Self-Improvement

If you were to review all the commencement addresses since the beginning of time, you would probably be able to make a list of the most vital qualities of success on one page.  I would like to focus on self-discipline.  This attribute is sometimes referred to as the “ironclad quality of success”.  Let me illustrate:

Early in my career, I worked as an account representative for a leadership training company.  I had made a key appointment with the head of a company.  Because I was a rookie, it was required that I have my mentor with me on the appointment.  Jim and I met in the parking lot 15 minutes before the scheduled appointment.  The first question Jim asked me was, “Steve…what is your goal for this call?”  I replied, “I already achieved it.  I got the appointment.  We’ll just go where the music takes us”.  Jim frowned, and said, “Steve, let’s talk through this”  Lesson learned: I should not start preparing for my appointment in the parking lot.  If we are serious about what we do, we prepare thoroughly.

Now let’s look at a “right way” example:  A client of mine had been working to secure a big account for several weeks.  She was competing against some tough opponents.  She got the contract.  Afterwards, she asked the business owner why she was chosen and not one of the others.  The answer was simple:  The boss said, “Because you do your homework”  We can all tell when someone has done their homework, and we respect and appreciate that quality. We believe such a person is self-disciplined, and can be counted on.  Message: Prepare relentlessly.

One final note:  Given all the technology we have today, if we arrive on a sales call having carefully reviewed the prospect’s website, they will know it.  In other words, don’t start off with the question, “So what exactly is it that you do here?”  (Ouch)

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