A Sales Lesson From Mt. Everest

How To Stay Up, Even When You’re Down.

This past weekend I was going through some old newsletters when I came across a letter that might help you to deal more effectively with the recession and the tough times you're facing.

So - enjoy the updated version of my Mt. Everest Newsletter.

Sixteen years ago I did a sales training program in Colorado. The meeting was held about two hours north of Denver, in a lodge situated in Roosevelt National Park. My client was, Low Alpine, a manufacturer of outdoor gear. Specifically, they made the stuff that Mt. Everest climbers use to trek up that mountain.

My two-hour sales training presentation was scheduled right after lunch. The speaker, who preceded me before lunch, had an extremely interesting topic. He had a slide presentation showing his various attempts at climbing the incredible MT. Everest. As you might imagine it was a powerful and extremely insightful presentation about the skills and dangers of mountain climbing.

I was sitting on the edge of my chair during his entire presentation.

There were 25 salespeople at this meeting. Their climbing gear was sold to retailers. So they knew all about the climbing business.

They also new, by reputation, many of the names the speaker referred to. He talked about the climbers who made it to the top and also talked about those that didn't survive the ordeal. Throughout his presentation everyone was glued to his seat with anticipation. He did a terrific job of mixing his stories with his slides, which was extremely effective.

Just before he ended his Mt. Everest presentation he asked the group a question. He remarked, “There's a time when you're climbing, when you can almost feel depressed. You just feel so low and down. Do you know when that is?”

My imagination started to run wild, especially since the highest I ever climbed wasn't even climbing, it was an elevator ride to the top of the Empire State Building. I thought surely the salespeople in the audience would know the answer to his question.

They responded with things that I imagined; when you first begin the climb, when you only have 100 yards left, when you reach the top, and when you begin your descent. The speaker’s body language and facial expression gave it all away - no one was even close.

I was surprised by his answer - maybe you will be too. He said, "Climbers get down when bad weather sets in." He went on to explain that when bad weather sets in you can't see the peak - you lose sight of your GOAL and become easily distracted and sometimes even depressed.

You might be wondering, what if anything does this have to do with selling? I see a very clear correlation. You see, like a mountain climber who can't see the peak, salespeople and entrepreneurs without clearly defined goals (daily, weekly, monthly, yearly) are more susceptible to daily interruptions and distractions, and more likely to waste your precious resource called time.

This could be hazardous to your selling results during the best of times. Not having written and specific goals during these tumultuous times is just plain stupid. It borders on strategic suicide.

Why would you do that to yourself?

Why would you dare to start a day or begin a week without having your written goals in full view?

Put your written goals on paper and then get it laminated.

Put one copy on your desk.

Put one copy in your brief case.

Put another copy in your car - on the sun visor.

Tape another copy onto your bathroom mirror.

Hey - I didn't just fall off the back of a turnip truck.

My written goals helped me to achive record sales during two earlier recessions. And this recession is no exception because my sales are up this year too.

My feeling is, if I can do it, so can you.

You need a crystal clear picture of what the peak of your mountain looks like - clearly defined written goals.

First things first. Establish written goals.

Then create a list of all the action steps you need to achieve your goals.

You'd be amazed at how easy achieving goals are as soon as they are set in writing.

I say screw the recession. You can get up, even when you're down - if you maintain your focus and concentrate on achieving your written goals.

Being distracted isn’t your ticket to achieving your GOALS – being focused is. You don't have to climb Mount Everest to appreciate how important keeping your eyes focused on your goals is to achieving your ultimate success in sales.

Now let’s go achieve some goals . . .