Many years ago, I had the honor of securing the highly rewarding college summer sales job of selling Cutco Cutlery. This had become a rite of passage for future sales leaders looking for real world experience.  And now it was my turn to shine.

Selling knives from your car was not easy.  Salespeople had to secure their own appointments, perform their own demonstrations, and close their own business.  If you were afraid of rejection or lacked confidence in the product, this was not the place for you.

But I loved every bit of the job.  The knives were incredible and easy to demonstrate.  I had a great network of my friends’ parents who were eager to help me out in the business world.  And I truly believed the Cutco knives would make their lives better.  These were no Ginzu, infomercial cheapies!

I learned countless sales lessons about perseverance and persistence that summer.  But one lesson stands out above the rest.  It involved a bank teller, an opportunity to close, and a single Cutco knife.

Every other Friday, I would stop into my local Bank of Washington branch and deposit my paycheck (I told you it was many years ago!)  I got to know my bank teller in the process and, one Friday, I casually mentioned that I was selling knives for the summer.  When her eyes lit up, I decided to ask for an appointment.

“Of course!  I could always use quality knives.  How about next Friday?”

A week later, I showed up with all my tools, ready to dazzle.  The presentation was as smooth as butter and I sensed a large deal on the horizon.  But when I asked for the order, she gave me a choice.

“I only have enough to buy a single knife right now.  I’m happy to pay you.  Or you could come back next week and I’ll buy the entire set!”

The entire set!  That was a huge sale.  Why settle for a single knife?  I chose the latter.

But when I showed up the next week at the bank, she was no longer working there.  She did not leave a forwarding address and there was no way of following up on the sale.  The deal was dead as Dillinger.

I could have sold a single knife to secure the business.  I could have started small, then organically grown the business relationship.  But I chose to go all or nothing…and got nothing.

We can’t swing for the fences every time. Singles add up.  Sometimes, we have to take what life gives us.  And couldn’t we all benefit from that advice in our work and personal lives?

Start Small and Build

In our work lives, seemingly insignificant opportunities can lead to huge success.  A limited trial can blossom into a massive sale.  A solitary trade can lead to securing an entire portfolio.  A small client can morph into a whale.  Selling a single knife can lead to an entire set of cutlery!   If you truly believe in our company and your product, a foot in the door, no matter how small, will lead to beautiful opportunities down the line.

The same is true in our personal lives.  Relationships are built on incremental gestures of trust.  Financial security starts with making little decisions about the everyday budget.  A short, brisk walk can set us on path to  a healthier lifestyle.  We can’t expect to meet the person of our dreams without setting a foundation.  We can’t build wealth without strictly adhering to a budget.  We can’t expect to get in shape by running a marathon.  Don’t be afraid to start small and build!

Paralysis Stifles Resilience

There is nothing wrong with dreaming big and acting bold.  But issues arise when we don’t make incremental progress toward our goals.  Soon we start to question our own ability and our confidence fades.  Will I ever be able to make a sale?  Do I deserve to find the right person?  Will I ever lose the weight?  Frustration can lead to paralysis.  And paralysis is the death of resilience.

Small victories boost our morale and build our confidence.  We start to crave the adrenaline of winning and it drives us to even more success.  Even if we suffer a setback along the way, we now what it is like to succeed.  and we are motivated to bounce back and recapture our old glory.  It’s all about building on our small successes.

Seize the Opportunity Today

Life is not a zero-sum game.   Our victories don’t have to be epic.  We don’t have to make headlines to experience success.  We can’t build a legacy overnight.  But we can take what life gives us.  We can celebrate our small victories.  We can keep one eye on the horizon and one eye firmly on the opportunity in front of us.

Selling a single Cutco knife could have led to huge sale and made the bank teller’s life easier and more productive.  But we will never know.

Tomorrow is promised to no one.  Take advantage of the opportunities that come your way today.

Until next week, keep smiling!