Sales success – just like anything worth having – is a long-term strategy. 

Yet despite so many modern business owners knowing that achieving their goals is going to take time – and quite often a lot of it – they still fail to put it as a concept into practice as a reality.

And without the enthusiasm to think long-term, so many business owners end up in a position of stress, confusion and restriction caused by irrational, emotional decision making as opposed to calculated, strategic approaches to sales and business success.

Impatience is to blame and it runs rife in the modern business world, causing a path of dream destruction all along its way.

Think about it: are we in the post-dial-up-internet age not the most impatient form of creature you’ve ever seen?

It’s hard to blame us though, when you consider a few things:

Where our primal forms of generations past would camp out in packs for days on end to track, kill and return their food to the cave, we now order cuisine originating from all over the world in the click of a button on Menulog.

Where our great grandparents would go to the effort of meeting a potential life partner and having regular face to face conversations with them before the newsworthy announcement of making things ‘official’, we now sort and soft through our potential partners with as much as a swipe left or swipe right.

Where voyages from one side of the planet to the other used to take 12 months, via rough seas and in the face of spreading disease on board, we now arrive at our international destination after a couple of instantly attainable movies and a nap.

Its safe to say: We are living in an age of instant gratification, lathered in a technologically driven society that is only becoming stronger by the day. We have been taught that waiting is a negative thing. Why wait, when everything else want can be achieved at a click of a button, the swipe of a thumb or the picking up of a phone?

But it is those that can practice the virtue of patience that will win at the end of the business day – not just because it will allow them to stand out from the noisy crowd of instant gratification, but also because it will allow them to make decisions based on long-term, strategic and sustainable thinking – something that is made possible only with the weapon of patience by one’s side.

But make no mistake – with every day we progress technologically, we go backwards as a race in terms of our ability to practice patience.

Patience as a virtue therefore becomes more scarce (and therefore more valuable) and more effective as the majority of the crowd goes one way towards instant gratification, and those that succeed go where others refuse to by practicing patience.

So how patient are you willing to be on your path towards ultimate sales success? How willing are you to do what works, time and time again until it inevitably returns results for you?

Or will the lure of instant gratification ruin your dreams of sales and business success not just now, but also well into the future?

Darcy J Smyth is the lead trainer of the Tonal Persuasion Method for Sales – the methodology designed to ensure you are closing sales without the dreaded ‘Hard Sell’ that turns so many buyers away in the modern business landscape.


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