A graduate student from Harvard University had chosen Dr. Henry Kissinger for his doctoral dissertation. By this time, Dr. Kissinger was an internationally recognized leader in governmental theory and the former Secretary of State. Dr. Kissinger took the student’s manuscript and told him to come back in a week to discuss the changes he felt would be necessary after a review of his work.
At their meeting a week later, Dr. Kissinger said to the student, “Is this your best?” The student, taken aback and quivering, responded, “I thought it was, but now that you mention it, I guess I could have done better. I’ll take another look at it.” Dr. Kissinger handed the envelope back to the student and said, “Let me know when it’s your best.”
Several weeks go by, and the student goes back into Dr. Kissinger’s office. Dr. Kissinger shakes his head, looks at the student, who was withering under his glare, and says, “Is this really the best you can do? After all, this is Harvard University!” The student, totally shaken, paused and said, “I guess not. I’m sure I can improve on it.” Once again, Dr. Kissinger gives the manuscript back to the student.
A few more weeks pass and the student brings his work back to Dr. Kissinger. He grabs the envelope, drops it on his desk and says, “Is this really your best?” The student, after numerous weeks of edits, research and preparation finally says, “Yes Dr. Kissinger. It is.”
Dr. Kissinger rolls back in his chair, looks at his protégé, and says, “Good. I’ll read it now.”
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We know in our gut when we don’t do our best. This story is a great demonstration of that. Dr. Henry Kissinger taught that student a very valuable lesson before he even looked at his work.
In light of this lesson, I challenge you to think about your next sales call or meeting. Is it your best? Do you know all of the issues involved? Do you know the “real” pain, the personal pain of the person on the other end of the line? Are you better than the other salesperson you are competing against? Why should the prospect choose you?
Make sure that every time you pick up the phone or go to a meeting, you give it your best, gang. It’s too easy just to wing it because when you do, they’ll know it’s not your best. “The reputation of a thousand years may be determined by the conduct of one hour.”
Good Selling.
