Repetition

There were six wooden dining room chairs and all were lacking a cosmetic finish. These chairs were purchased without a finish so they could be customized with a unique finish. I had established a plan and a preliminary process. Each chair had to be sanded smooth, then stained with one shade, allowed to dry, then stained with another shade, then sealed with a clear lacquer. After the second or third chair, I had learned the parts of the process that were going to be more challenging. Sanding and staining between the slats that made up the back of the chairs was especially difficult and time consuming, therefore that is what I did first. Once I progressed to the sixth and final chair, I had the process down and was able to complete the last chair in less than half of the time it took to complete the first. The repetition had been a great teacher.

And thus it is in our business life of selling. Sales is a repetitive business in terms of acquiring and growing clients. This does not suggest that the same solution is the answer for every individual prospect or client, but the steps necessary to obtain new clients and grow business from existing clients, look very similar to the steps you have learned by "doing." Do the same things over and over and get better at mastering those critical-similar-steps, then increase the pace at which you take the steps and watch your business grow. Do the hard things first and then stay committed to the process that you learned by doing. Then, do it over and over and over and over again. The repetition is a great teacher and the key to increased production.

The chairs turned out beautiful!