--- title: "The Hustler’s Playbook: Planes and Trains | The Sales Blog" description: Both a plane and a train can transport you from point A to point B. But there are differences in how they get you there. Planes and Flying A plane is always “off course.” The pilots have to make constant adjustments as they fly. They have to change the speed as they climb and descend. […] image: https://www.thesalesblog.com/hubfs/The%20Sales%20Blog-2.jpg --- ### [Now booking SKO meetings for 2026/27! 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But there are differences in how they get you there. #### Planes and Flying A plane is always “off course.” The pilots have to make constant adjustments as they fly. They have to change the speed as they climb and descend. They also have to change the pitch and the altitude to stay at the proper elevation for the direction in which they are traveling. The wind is always shifting the plane’s direction. Pilots need [dozens of instruments](http://thesalesblog.com/blog/2015/07/29/your-kpis-arent-my-kpis/) to help them know where they are, what’s around them, and where their destination is. When you are flying, you are moving fast and mostly out of control. You have to make constant decisions and adjustments between the place you left and the place you land. #### Trains and Well-Worn Tracks Trains are different. They are never “off course.” Trains don’t have to make any adjustments, other than the occasional change in speed. A train conductor, unlike a pilot, doesn’t need many instruments. The path between point A and point B is well-traveled. The tracks were laid down long ago, and trains have made countless journeys along those tracks. There are stations that serve as milestones along the track because people are jumping on and off the train all along its route. The only thing a train has to worry about is an unexpected obstacle. #### The Difference in Flying and Traveling by Train Sometimes [success](http://thesalesblog.com/blog/2015/01/16/6-lies-success/) is more like flying. You are out of control, moving fast, finding your way, and making dozens of adjustments as you go. You don’t know how to get where you are going, but the most important thing is that you take off. But much of the time, the results you want are more like traveling by train. The tracks have been in place for centuries. All you need to do is hop on the tracks and turn up the speed. You know what you need to do, and you know how to do it. You just need to do more of it. [Hustling](http://thesalesblog.com/blog/2014/12/20/the-hustlers-playbook-a-10-step-guide-to-hustling/) is a lot of times more like traveling by train than plane. Make sure you are on track and turning up the steam. [**Tweet](https://twitter.com/intent/tweet?text=The+Hustler%E2%80%99s+Playbook%3A+Planes+and+Trains&url=https%3A%2F%2Fthesalesblog.com%2F2015%2F12%2F19%2Fthe-hustlers-playbook-planes-and-trains%2F%3Futm_source%3Dtwitter%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare&via=iannarino) **Pin [**Share36](https://www.linkedin.com/cws/share?url=https%3A%2F%2Fthesalesblog.com%2F2015%2F12%2F19%2Fthe-hustlers-playbook-planes-and-trains%2F%3Futm_source%3Dlinkedin%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Share12](https://www.facebook.com/share.php?u=https%3A%2F%2Fthesalesblog.com%2F2015%2F12%2F19%2Fthe-hustlers-playbook-planes-and-trains%2F%3Futm_source%3Dfacebook%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Email](mailto:?subject=The%20Hustler%E2%80%99s%20Playbook%3A%20Planes%20and%20Trains&body=Both%20a%20plane%20and%20a%20train%20can%20transport%20you%20from%20point%20A%20to%20point%20B.%20But%20there%20are%20differences%20in%20how%20they%20get%20you%20there.%20Planes%20and%20Flying%20A%20plane%20is%20always%20%22off%20course.%22%20The%20pilots%20have%20to%20make%20constant%20adjustments%20as%20they%20fly.%20They%20have%20to%20change%20the%20speed%20as%20they%20climb%20and%20descend.%20They%20also%20have%20to%20change%20the%20pitch%20and%20the%20altitude%20to%20stay%20at%20the%20proper%20elevation%20for%20the%20direction%20in%20which%20they%20are%20traveling.%20The%20wind%20is%20always%20shifting%20the%20plane%27s%20direction.%20Pilots%20need%20dozens%20of%20instruments%20to%20help%20them%20know%20where%20they%20are%2C%20what%E2%80%99s%0D%0A%0D%0ARead%20More%20Here:%20%20https%3A%2F%2Fthesalesblog.com%2F2015%2F12%2F19%2Fthe-hustlers-playbook-planes-and-trains%2F%3Futm_source%3Demail%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Pocket](https://getpocket.com/save?url=https%3A%2F%2Fthesalesblog.com%2F2015%2F12%2F19%2Fthe-hustlers-playbook-planes-and-trains%2F%3Futm_source%3Dpocket%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Buffer](https://bufferapp.com/add?url=https%3A%2F%2Fthesalesblog.com%2F2015%2F12%2F19%2Fthe-hustlers-playbook-planes-and-trains%2F%3Futm_source%3Dbuffer%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare&text=The+Hustler%E2%80%99s+Playbook%3A+Planes+and+Trains) 48 Shares ###### Tags: [The Hustler's Playbook](https://www.thesalesblog.com/blog/tag/the-hustlers-playbook) [2015](https://www.thesalesblog.com/blog/tag/2015) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on December 19, 2015 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![hustler-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/Free%20Resources/ebooks-2020/hustler-ebook-v3-1-cover.jpg?width=768&height=994&name=hustler-ebook-v3-1-cover.jpg) ### Guide to Becoming a Sales Hustler You weren’t put here to survive. You were put here to do something and to flourish. You’re here to reach your full potential and to make a difference. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/e8677640-082f-4f30-b30b-d4244460ee67.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/e8677640-082f-4f30-b30b-d4244460ee67) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-06-15T6:27:58 PM", "datePublished" : "2015-12-19 22:13:14", "description" : "Both a plane and a train can transport you from point A to point B. But there are differences in how they get you there. Planes and Flying A plane is always “off course.” The pilots have to make constant adjustments as they fly. 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