How does a screenwriter create one movie that’s a box office blockbuster and another that’s a flop? How does a playwright write one play that runs continuously for years and another that opens and closes in the same night? How does an author write one novel that’s a number one best seller for 26 weeks straight and another that never makes the best-seller list?
The same way. They put their heart and soul into their work. Into each project, they develop a formula, establish a rhythm, and have the drive to see it through to the end. They try their best and then they try again—on the next project and the one after that. And, along the way, some projects stand out, and some don’t.
Selling isn’t any different. Some sales calls will be victories and some will be defeats. The important thing to remember is that you must also have a formula, establish a rhythm, and have the determination to see it through. You must approach each opportunity as if it’s your next blockbuster, your number one on the top ten list. You work your formula, maintain your rhythm, and give it your all.
You’ll have some winners. That’s great. You’ll have some losers. That’s OK. Learn a lesson and keep going—on to the next opportunity.