“There is nothing noble in being superior to some other man. The true nobility is in being superior to your previous self.” — Walter L. Sheldon, “What to Believe: An Ethical Creed” (1897-04)
“I will make my meaning more clear when I say that I think right and wrong are both tools which are being wielded by those great hands which are shaping the destinies of the universe, that both are making for improvement; but that the action of the one is immediate, and that of the other more slow, but none the less certain. Our own distinction of right and wrong is founded too much upon the immediate convenience of the community, and does not inquire sufficiently deeply into the ultimate effect.” — Sir Arthur Conan Doyle, The Stark Munro Letters
- Get better at buying – Seth cites Ruth Stevens’ report that the typical company with more than 1,000 employees involves 21 people, on average, for every sale over $25,000. It makes it easy to understand that purchasing is inefficient in most large companies.
- Hungry or guarded – Two analogies to describe two customer attitudes and each attitude requires a different sales approach. The fan is compared to the hungry person at a buffet ready to taste anything. The customer protecting themselves is compared to the guarded person that avoids eye contact with the homeless, ignores requests to sign a petition and doesn’t help the Boy Scout helping an elderly lady. With these analogies, I can recognize the two customer attitudes and figure out how to approach them.
- Improving the trains – “While making the trains run on time is a good thing, making them run early is not.”