Pump in the Desert-Resolving to Make It

Webster’s Dictionary defines RESOLVE as:

To decide firmly on a course of action

In this article I’m going to reference some of the content found in Chapter 1 of my first book, The CAP Equation. In that opening chapter we discuss a thing called RESOLVE. Also, I have a cool little bonus for you near the end of this blog.

If you haven’t had a chance to read the book, The CAP Equation, A Foolproof Formula for Unlimited Success in Sales, please click on the link below. It’s now available on Amazon: http://amzn.to/1CdFi2t

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I open chapter 1 with a great and old quote by a classic statesman, John Quincy Adams.

“Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish.”

I love this quote. It seems that old John Quincy is telling us we better be ready to ride out the storm, but also advising that if we do have that resolve going in, our unyielding attitude will clear a path to our goal.

Before you can learn anything about sales you have to be in the right place, the right mind-set so you can receive the information. So, in this blog article I’m going to first challenge you to adopt a resolute mind-set toward the career you’ve chosen, and I’ll demonstrate why that one mind-set is so critical.

To be honest, I never set out on an intentional path to make millions in commission sales. It would be cool if I could spin a story about how I laid out a careful career plan, did market research, and then chose the perfect company to work for. I could lie to you, tell you I had the best of mentorship and hit the ground running, my trajectory to the top assured. It would be awesome to share that kind of story with you—but I can’t.

The fact is, I stumbled into the world of commission sales because my options were limited. I received some decent training, but still had to figure out a lot of things on my own. My first year was painful, and most of the salespeople who started when I did left within the first year.

Looking back, I’m not sure why or how I even made it.

I believe I was simply too dumb to quit, or maybe I should simply thank God for my stubborn nature. One of things I DID decide to do was MAKE IT.

So let me ask you this…

What if you simply decided that you were going make it?

What if you made up your mind that you were going to put on the blinders and persevere in commission sales, become skilled at your craft, regardless of the pain?

How would that adopted approach change things?

BTW…when I use the term commission sales, it denotes an outside sales position, one without base compensation or a W2 sales position with little or no salary. It doesn’t matter what product or service you’re selling or what distribution model you’re working under. These concepts will work with direct-to-consumer sales, business-to-business sales (B2B), and also multilevel marketing (MLM). The principles we’re discussing are interchangeable and universal.

The truth is…the organization you join—as well meaning as they might be—won’t be able to change the inescapable odds stacked against you, and most don’t even try. In addition, there will almost definitely be a period of time when you starve until your commissions start flowing, and some of the work you’ll have to do to be successful will feel excruciatingly unnatural.

There is an upside to all of this.

You’ve probably already figured out that the rewards of being a great salesperson can be life altering. You can become financially free—a millionaire and beyond if you care to—creating a lifestyle you’ve always dreamed of.

If you are anything like I was, you’ve probably looked at the upper tier of commission salespeople and noticed their lifestyle. It all looks very enticing; however, we’re typically only seeing the finished product. We’re seeing the end result of a great amount of dedication, hard work, and disciplined thought.

We have no idea what they sacrificed up front.

This finished product is appealing to us and it’s easy to fixate on. It can be intoxicating if we fail to consider what these professionals invested of themselves to get to where they are. You can rest assured that the superstar salesperson suffered a steep learning curve. Most of their pain, hard lessons, failures, and rejections probably came during the first twelve months of their careers.

So, the price they paid to become a success in commission sales was front-loaded. One of my favorite sayings is:

“If the first year doesn’t kill you, then you’ll be fine.”

 The sobering truth is that the majority of people entering commission sales will crash and burn (quit) before the one-year mark.

Consider this grave paradox for a moment.

I’ve told you that most of the pertinent lessons to be learned occur during year one. However, I’ve also told you that most wide-eyed, hopeful salespeople don’t last that long. As a way to better understand this enigma, let me use this analogy.

An eager salesperson wanders the barren desert looking for water, and he comes upon a pump. The pump represents his sales vehicle and its rewards. He wants to taste the refreshing water and starts pumping the handle. After a while, a trickle comes out. It’s enough to keep his lips wet but not enough to quench his thirst. He stays at it, working the pump handle tentatively. Eventually though, when he’s unsure of when the water will gush out and what specific effort if will take, his despairing nature takes hold, and he walks away.

The truth is, he did most of the hard work already—paid most of the price—just before quitting.

The water was rising to the top, and the pump would’ve soon delivered the payload, but he didn’t hang in there long enough to reap the reward. He walked away thirsty and defeated because he wasn’t sure when the water was going to flow out on a regular basis. He had no clue what specific skill sets were required and what level of effort it was going to take to make that result happen.

But, it’s not all his fault; the buzzards flying overhead were making crazy, distracting noises. He might have been running low on cash reserves, might even have had well-meaning loved ones chirping in his ear to “get out of that crazy business” or to “get a real job.” There wasn’t anybody he trusted enough to give him the straight facts. There was nobody standing nearby, telling him exactly what to do, how to think, and how many more times he’d need to work the pump handle before the steady flow gushed out.

If only there could have been a mystic figure standing next to him, whispering, “You’re doing the right things; the water’s coming…you’re 50 percent there…you’re 75 percent there.” If this cosmic mentor were there to walk him through the process—demystify it—the outcome would’ve been different. That new salesperson would have hung in there, knowing he was on target to win the game.

The good news is that the proven concepts contained in The CAP Equation© sales methodology and all of the content you can carefully select from your Sales Training For me.com subscription will be those demystifying elements for you. If you survive year one in commission sales, your chances of sustained, long-term success increase exponentially.

Through The CAP Equation© sales methodology we will expose all the landmines and teach you how to step around them. We will dispel the myths that exist and also challenge you to think and act differently than most neophytes do.

We promise to offer no untested theories. There are a lot of sales THEORISTS out there. I’ve found that a lot of people write books and offer to coach you, but they’ve not become wealthy in sales yet, and in some cases these so-called professionals haven’t ever sold on straight commission, let alone built large sales teams. According to Webster’s Dictionary, a theory is:

“An idea that is suggested or presented as possibly true, but that is not known or proven to be true.

I’ve spent my entire professional career in commission sales and sales leadership. I’ve had the pleasure to personally mentor and coach thousands of salespeople, so I’m fairly certain I know why some make it in outside sales and why a lot more people don’t.

Like a popular TV commercial states, “It’s not that complicated.”

Through application of the formula, strategies and methods we teach you will learn the practices and mind-sets that will get you through year one, or help you restart your sales career. We will help you to get that water gushing out of that pump in the desert. You won’t have to struggle for years, pumping the pump, until you figure it out on your own. Our content and training will take the guesswork out of the game and will set you on a path of success that’s predictable.

So, let’s go back to that series of questions I asked earlier and tweak them a little.

What if you simply resolved to stay at the pump until the water gushed out, knowing that it surely would?

What if you decided up front that you were going to persevere and learn your craft, regardless of the pain, because you 100% knew the pain was temporary and minimal in relation to the vast rewards?

How would this mind-set change things for you?

How would this RESOLVE alter the course of your life?

I think you get the point. You need to clear away the unproductive cobwebs, surround yourself with this content and the people in your organization that are responsible for helping you. You need to stay at the pump. You know how to get the water out of there. You have all the answers and solutions on demand at your fingertips.

Also…you need to add two things to the equation:

…the RESOLVE to make it regardless of the short-term pain…

…and the RESOLVE to do the work!

Go do the work. Do put the formula to work. Go solve the equation. Go sell something!

P.S.: I told you that I had a cool little bonus for you. I’m just starting to podcast. I’m not sure how often I will produce podcasts but I did turn this blog into an audio clip and you can listen to it by clicking on the link below and you can also share it:


P.S.S.: You can also help me out! Let me know what specific subjects you’d like to have me Podcast about. If there are areas of your business that are challenging, tell me about them and I will consider developing some Podcast content around them. Leave a comment below for podcast suggestions!

P.S.S.S: You’ve probably heard about our legendary CAP Coaching programs—the ones that transform careers. We have one for Frontline salespeople and one for Leaders.

If you are a frontline salesperson or a newer sales trainer,

CLICK HERE: https://t.co/8ssHONjwkE

If you are a sales leader,

CLICK HERE: https://t.co/bVDLKnyHDM?fb_ref=Default

Have you read my book?

The CAP Equation, A Foolproof Formula for Unlimited Success in Sales is NOW available on Amazon: http://amzn.to/1CdFi2t

The CAP Equation© website offers tons of good free stuff for commission salespeople and sales leaders. Please click on the link below for free instant access: http://www.theCAPequation.com/access/


Joe Buzzello is a nationally recognized expert on direct selling and sales leadership. He has built legacy sales teams and experienced unprecedented success in individual and business-to-business markets as well as the network marketing industry. Joe has held executive level positions for Fortune 500 companies, but he has never strayed far from the art and science of selling, which he loves. In early 2014, Joe began writing, speaking, and coaching through his proprietary platform, The CAP Equation©. Please visit Joe at: http://www.CAPequation.com

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