It was late Monday afternoon after the Thanksgiving holiday weekend and I limped my way into the Emergency Room at Florida Hospital with Richard by my side. A few tests later, I was being wheeled into surgery for an emergency appendectomy.

“So how are you doing?” the surgeon asked me when he walked into the pre-op room.

“Forget about me, how are you doing? Feeling up to this?” I asked.

My surgeon chuckled, “yeah I’m good.”

Before I walked in that afternoon, I’m guessing my surgeon was thinking he was going to go home, enjoy dinner and relax. Nope.  Or maybe he needed to get back to his office, check emails, return patient calls, or fill out paperwork from an overflowing inbox.

I have no idea the conditions that this surgeon found himself – but this was an emergency so he was doing surgery. And quite frankly, while all that stuff is really important, he’s a surgeon. This is what it’s all about, right? It really does not matter that everything in this man’s life and practice be ideal and ‘perfect’ before he takes out my appendix.

What does all this have to do with you?

I bring this up because more entrepreneurs and salespeople need to be ‘operating’ this way. Because I’ve noticed for many people, when it comes to selling, the conditions around them must be perfect to begin.  The problem, of course, is that rarely do we get all our conditions met:

Clean desk. Clean house or office.
Empty in-box.
To do list checked off.
Social media all updated.

Think again.

Trying to ensure that everything is in perfect order before you start selling is the fastest way to never start selling.

So what’s the answer? Mark Cuban has been quoted as saying, Sales Cure All.

My advice – and what I’ve learned to do is to turn off your awareness to all of it and focus. Get rid of this notion that everything must be ‘perfect’ for you to engage in the most fundamental and critical of all business tasks: selling.

All the stuff you want to handle will be there later. And when you start selling, some of those pesky issues you feel you need to handle now will be handled by bringing in more revenue. I’ve done sales and marketing with a clean desk and a messy one and I don’t recall the clean one ever getting me better results!

Ask yourself, what conditions do you find yourself insisting be met before you start on sales and business building activities?

Be like my surgeon was that day and just get focused on handling your most critical tasks… like sales. Before it really is an emergency.

Please let me know your thoughts. And if you liked this post, please share! – AW

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