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:
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