--- title: Don’t Quit Before You Reach the Tipping Point | The Sales Blog description: "The great Aikido master, Ikeda Sensei, says: “Aikido works. My aikido works. Your aikido may not work.” His point is simple and profound (and all you have to do is get close enough to him on the dojo mat and you will feel its profundity as you fly through the air, landing on your back). […]" image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Ikeda-Sensei.jpg --- ### [Now booking SKO meetings for 2026/27! 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My aikido works. Your aikido may not work.” His point is simple and profound (and all you have to do is get close enough to him on the dojo mat and you will feel its profundity as you fly through the air, landing on your back). Ikeda Sensei has spent a lifetime on the mat mastering [the fundamentals](http://thesalesblog.com/blog/2012/07/29/sell-better-now-by-focusing-on-the-fundamentals/) of his art. He has worked to gain a deep understanding of the principles of aikido. Ikeda Sensei’s aikido works because [he didn’t quit](https://www.thesalesblog.com/blog/who-made-you-quit), he didn’t give up, and he didn’t walk off the mat. He worked on his aikido, and he gave it time (In his case, a lifetime. You don’t need that long for the results you want). #### Why “It” Isn’t Working The reason that whatever you are trying isn’t working is not because it doesn’t work. It’s that you haven’t given it enough time to work. You haven’t stuck with it long enough to begin to get results. It takes time for you to get a feel for things and to gain enough competency in “it” to get results. The reason what you are trying isn’t working is because you are giving up too soon. You’ve decided to work with a new approach to making [cold calls](http://thesalesblog.com/blog/2012/01/27/what-if-you-were-great-at-cold-calling/). You try it for a couple days and find no change in your results. So you quit and quickly fall back into what feels comfortable. You adopt a new [sales process](http://thesalesblog.com/blog/2010/12/04/you-are-making-too-much-of-your-sales-process/). You go all in and do your best on a couple opportunities, but you can’t tell that it’s making a real difference. You set it aside and go back to doing what you have always done. Your company has a new offering. You don’t know if the market is right, if your market is ready. You go out and talk to a few customers and a dream client or two. No one seems overjoyed, so you go back to selling what you have always sold. Anytime you start doing something new, you have to give that new initiative time to reach the tipping point, the point in time when you have done it long enough to start getting results. But most people quit long before they get to that point. They never give themselves time to learn and to gain the competencies they need. They never give the new initiative a fair chance. Aikido works. But your aikido may not work. #### Questions What did you try and give up on before you should have? Why does it take some time before new things start to produce results? How much time should give something new before you write it off and go back to what you have always done? What should you be giving more time to now? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2012](https://www.thesalesblog.com/blog/tag/2012) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 8, 2012 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) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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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" : "2024-08-28T5:20:17 AM", "datePublished" : "2012-08-08 20:41:48", "description" : "The great Aikido master, Ikeda Sensei, says: “Aikido works. My aikido works. 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