The Godfather trilogy of movies was initiated in 1972 under the direction of Francis Ford Coppola. Wildly successful and critically acclaimed, the first of the three movies is still one of the most successful productions of all time. Some would argue that Godfather II is even better. Regardless of your choice, there is an amazing scene in the second film that conveys some intriguing wisdom for all salespeople.

Successor to the crime family, Michael Corleone (played by Al Pacino) is talking with one of his confederates from another family in Havana, Cuba just before the revolution in 1959. The conversation is about the murder of a Las Vegas mobster by the name of Moe Green. The other family head says, “I know you had Moe eliminated but I didn’t take it personally. I simply said to myself, this is the business we have chosen.”

Obviously these “goodfellas” are a sick bunch of guys with twisted morals. At the same time, there is a lot of common sense in the acceptance of adversity by accepting that “this is the business we have chosen.” Adversity, frustration and disappointment all come up frequently in the business of sales.

No job is perfect, no career path is perfect, no customer is perfect. There are always going to be components of some sales situations that don’t go exactly the way you want them to. The challenge is not whether you can make everything perfect, the challenge is accepting that this is the business we have chosen. Look at these ongoing adversities:

1. Customers change their minds, sometimes for no reason at all.

2. There’s a lot going on over which you have no control at all (many times you don’t even know about it).

3. Customer loyalty can be very fickle at times.

4. Other salespeople may not operate as ethically as you do (or as professionally, for that matter).

5. Economic conditions can change your outcome (but never your mindset).

6. Some transactions do not close as smoothly as anticipated.

7. Periodically no matter what you do, some customers will not be happy.

8. People in your office will disappoint you sometimes.

9. When you have to get there on time, traffic conditions can turn against you.

10. Your favourite sales approach doesn’t always work.

What conclusions should we draw from all this? Because this is the business we have chosen, accept the fact that there will be adversity…. sometimes when we least expect it.  You don’t have to accept everything that comes your way. Be mentally tough enough to step up to the issues and make changes as you see fit. The only thing you don’t want to change is your mental toughness. Keep looking forward, not backward. Keep the drama out of it. When things don’t go right, handle it and move on. While you can’t use the Godfather’s approach, you can just say…next! No excuses.

*             *          *          *          *

Why is it that…

1. Doing the right thing is never as tough as we thought it was going to be, once we do it?

2. The unmotivated customers always have more objections than those who are ready to buy?

3. You always get super busy just before you go on vacation?

4. The first prospecting call is always the toughest one?

5. The salesperson who brags the most is usually the one who sells the least?

6. That guy who won the lottery three years ago is broke again?

7. People that “ride your tail” on a busy freeway and give you that dirty look as they pass you go through all that just so they can move up two car lengths?

8. The best time to set an appointment is just after you set one?

9. The TV commercials are more frequent when the program gets to the good part?

10. The more rejection you get the easier it is to accept the next one?

Bonus point: Why is it that when we move residences, we quickly realize how the pioneers did just fine without all that stuff? No excuses.

Bruce Keith, the “Results Coach” has over 23 years of experience. He is a sales and marketing coach and seminar leader in the real estate business, teaching what to say and how to say it. His high-energy, high-impact training style is sought after and acclaimed across North America. He says, “Success is possible; there are no excuses”. www.brucekeithresults.com