You can’t practice being taller
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One of my favorite shows to binge watch on Amazon is the detective series called Bosch. In one episode, Bosch picks up his daughter from her volleyball game and asks her how it went. Flustered, she got in the car and said that the other team was huge and annihilated her school. Bosch, his mind a thousand miles away, offered an offhanded apology to his daughter to which she quipped, “Hey, you can’t practice being taller…”
I found her statement interesting because she was quick to point out the one reason why they lost, but gave no consideration as to what specific leverages she and her teammates could’ve used to give them a better chance at winning the game.
We do that…
We tend to point out the giants in our lives. We look at the one thing-the one obstacle as the reason why we cannot succeed. No, you can’t practice being taller, but you can practice utilizing your leverage points to better benefit you in sales and in Life. All of us-yea you too, have leverages-specific skills, talents, and positions readily available to use, yet instead of putting them to work, we highlight the one trait someone else has and discount the tool box of leverages we already possess.
We always seem to covet what the next man has…
I call this the McDonald’s Fry Syndrome. My brother used to come home from work late at night with a fresh box of fries from McDonald’s. They smelled soooo good and I would beg him to give me just one fry. (You know how it is-the next guy’s plate lunch always smells and looks better than yours.) The urge to have just one of his fries was far more powerful than the past feelings I’d had when I’d bought my own bag of fries. I wanted what my brother had…
It reminds me of the parable of the talents; two men reinvested their talents while the 3rd one buried his. Don’t bury your talent-these are your leverages that you’ve either cultivated over time or naturally possess.
In sales my leverages are:
- I’m 6’3″ so my height gives me a dominate presence.
- I have a powerful voice that commands attention.
- I’m insatiably curious and have learned to read body language.
- My 4th quarter, seconds left in the game, experiences have enabled me to perform well under pressure.
All of these leverages have helped me professionally, but they’re no better than the next man. The guy who stands 5’5″ or who is butter-ball lovable, or soft spoken has leverages too because his height may not intimidate others; his weight makes him seem more fun loving and amicable and his soft inflection draws people in to listen closer.
Whatever you got, use it-whether you’re a planner or the fly by the seat of your pants kind, make it work for you.
I’ll see you on the Blacktop!