A few weeks ago, I watched a Seinfeld episode in which Kramer gave Jerry the nickname of Even Steven (Season 5, Episode 22), after Jerry lost a gig and less than a minute later won a different one for the same date. Throughout the rest of the show, these types of scenarios kept happening to Jerry, leading him to believe that he really was Even Steven. For me, the highlight was a scene in which Jerry’s girlfriend breaks up with him. Click here to watch the 35-second scene – you’ll love it.
What’s this got to do with sales?
Whenever you lose a sale or receive any type of delay or rejection, you should look, act, and feel like Jerry did in that scene after his girlfriend breaks up with him. If you follow your process with discipline and optimism, things will even out – they always do for salespeople that work a process.
What’s this got to do with sales in the security industry?
Watch that scene again and imagine there are dozens of eligible women outside the diner waiting for Jerry. That’s what it’s like today in the security industry. We’re booming. Don’t focus on the losses – get out there and find the wins.
Stay focused on your process and you’ll soon realize that you, too, are Even Steven!
