David Sandler would oftentimes shock an audience of sales people by saying something like, “Could you achieve twice the number of sales this year as you did last year?”  A resounding “no” would come back from the audience.

Then he would continue.  “Imagine that a group of terrorists captured your family and told you that they would kill your family members one by one if you didn’t achieve twice the number of sales this year as you did last year. . . ”  “Now let me ask you the question again.  Could you achieve twice the number of sales this year as you did last year?”  In a very short period of time the response of the audience had changed 180 degrees.  “Yes!” the audience would consistently shout back.

What does that tell us about what we can and can’t achieve?

Leaders know what sport coaches know.  Most times it is not the person/team with the most talent or intelligence that achieves the success or wins the game.  Rather it is the person/team that desires the win the most.  How badly do you want what you say you want?  Or might there be something else you want more?  Leaders consistently focus on what they want the most and encourage their followers to do the same.

Categories: Initiative, Intensity, Passion

Tags: intensity