A Lesson From Mt Everest
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
So - enjoy the updated version of my Mt.
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 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
Just before he ended his 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
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
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
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
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
My written goals helped me to achieve record sales
during two earlier recessions. And this recession
is no exception because my sales are up this year
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 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 is
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.
You can get up or stay down - you choose!
Let’s go achieve some goals . . .
If you'd like to learn even more about the power
behind goal setting you might want to add this
CD to your collection. "How To Establish Goals
Get your copy here:
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