Purpose Is But The Slave To Memory

One of the most memorable passages in Shakespeare’s great tragedy, “Hamlet, The Prince of Denmark,” occurs when the queen professes her love for her King.   The King responds by offering his insight.  He explains to her that, while our intentions as human beings may be sincere, as time passes they weaken.  Thus the famous quote that begins, “Purpose is but the slave to memory.”

The Impact of The Sale

Nowhere does this ring true more than in business.  Whether I am selling, or I’m being sold to, I am fascinated by how quickly the impact of a superior sales pitch fades with each passing moment.  It’s no wonder that infomercial after infomercial always, without fail, encourages the consumer to “act now.”

False Expectations

I have had discussions with sales people many times over, in many different sectors of business, who walked away from a sales opportunity supremely confident that they would soon secure the business, even though they had little proof.  If you don’t have the order, if you didn’t consummate the sale, if you don’t have signatures, I cautioned them, then you really don’t have anything.

The Best of the Best

This is especially important to keep in mind for those who have a superior product, sales technique or presentation to offer.  For these individuals in particular, the distinct advantage that they hold over the competition is greatly diminshed, hence creating a more level playing field, if they fail to secure a commitment at the moment in time when the opportunity first arises.

Once is Not Always Enough

Some of us have to learn this lesson repeatedly before we truly understand.  We continue to be seduced by the feeling of euphoria that engulfs us when the connection and interaction with whom we are selling seems exceptional.

Hopefully, the next time you won’t be fooled.  You’ll understand that there is no time like the present to secure the order, and that no matter how much you are promised that the business will come your way, “purpose is but the slave to memory.”

How about you?  Have you ever been shocked when you didn’t receive a piece of business that you thought you had “locked up?”

Were you ever in a position when you thought that you failed, only to snatch “victory from the jaws of defeat” by aggressively going for the commitment right then and there?

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