Keep Climbing

Don't stop now-for a successful tomorrow, you've got to keep building on the success achieved today.

Ask 10 people, and you'll get 10 different definitions of success. No matter what it means to you, however, true success can never be stagnant-you don't just achieve it once and then keep it for life. To remain successful, you must continue climbing.

In sales, there are two parallel ladders of success, one internal and one external. The first involves regular improvement-learning as much as possible about your profession and product. The second one concerns service-using what you've learned to enhance your ability to serve your customers.

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Barry Farber is the author of 11 books on sales, management and peak performance. His latest release, "Diamond in the Rough" CD program, is based on his book, radio and television show. Visit him at, or email him at

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This article was originally published in the June 2000 print edition of Entrepreneur with the headline: Keep Climbing.

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