If there are two words that I know will KILL a person’s learning curve, growth process and chance of any sustained success in commission sales…
…would you want to know what they are?
Would you want to avoid them like a bad disease?
Of course you would.
In fact, you’ve probably heard these two words before—you may have even uttered them…I know I have. These two words hold everyone back. They’ve held me back at several points in my long and successful career. We’ve all said them in one way, or another and they sound like this…
If you’ve been around the block a few times, you’ve heard this stuff, right?
I am out there on the road a lot, teaching and training sales people and high-level leaders. I happen to impart and teach great solutions that work for 90 – 95% of all that apply them. My students create wealth in sales when they follow and model the techniques I transfer to them. What I teach are extremely reliable sales principles and methods. The vast majority of my students know sound principles when they see them and have no problem adopting what we teach. But, still…there are some that say…
“I can see it works, I know it’s great but…my industry, niche market or products are different. Those things aren’t going to work for me.”
We all do this. If you are reading this blog article, it probably means you’re a salesperson or sales leadership professional. I am sure you question new training programs or new paradigms you’re exposed to or asked to adopt. It’s okay to question, but when you see something that is working and you close your ears, eyes and mind to the practices, it really holds you back, especially considering the things being taught to you will work 90 – 95% of the time.
By the way, I’m not just talking about our proprietary sales methodology at www.thecapequation.com. Our methods ABSOLUTELY work, but I’m also talking about all of the success that is on display around you. If you open your mind you’ll identify countless successful salespeople that you can align yourself with and model.
The reality is our methods and other proven strategies will absolutely work for you. You may have to modify or tweak some of the techniques, but they will 100% work if you decide to apply them. And the funny thing is, you can relate this same thinking to all other areas of your life and this principle will work there too.
What I and other master sales and leadership trainers know is…
…the quickest shortcut to your learning and growth is to locate great models and replicate them.
However, if you are out there actively disqualifying every model and method you see because you are “different” or because you decide they won’t work for you, then you are screwed!
Look, it would be like me soliciting advice from the most prolific non-fiction author of all time, Jack Canfield. He’s the famed Chicken Soup for the Soul co- creator. What if he was willing to tell me exactly how he wrote, promoted and sold millions of books, and then I walked away saying, ”Well, that sounds all well and good. I’m sure Jack’s writing and book promotion strategies worked for him, but I’m different and there’s no way they will work the same way for me.”
Watch Jack Canfield interview Joe Buzzello: CLICK HERE: https://youtu.be/EtRRzG2ntLc
Why in the world would I sit, face to face, with a guy who’s published more than 250 book titles and has more than 500 million books in print in over 40 languages and then NOT listen to and apply his proven approaches and tactics? But yet, that’s similar to what we’ve seen a lot of salespeople do…especially those that have enough knowledge to be dangerous.
I was fortunate enough to be able to spend time with Jack Canfield and gain from his vast knowledge of the self-help publishing world. But after being in his presence for two days, I started to question, “Will his methods really work for me and my little book? All those things worked for Jack, but he began writing and publishing books many years ago…I bet the business is different now. And after all, Jack isn’t a sales guy…my topic is different.”
Can you imagine that? I even began to fall into this trap. Lucky for me my wife, Beth, was with me on this trip to Jack’s home in Santa Barbara, and she was able to get my head screwed back onto my shoulders. She convinced me that nothing was really different and all of the strategies would work just as well for my book and my business if I opened my mind…and they did.
How idiotic was my thinking?
We all do this to some small extent, and to that level we hold ourselves back. It’s a stinking kind of thinking that we need to just stop! What we need to do is identify sales and leadership models that we know are working—creating solid and sustained success for somebody—and we need to focus on those models.
Then, we simply need to ask one question to ‘vet’ the model out…
…does this model differ from my values and ethics? In other words, does it align with my beliefs?
Unless a working model conflicts with your ethical standards, then you need to begin to break it down and apply it in your business. You will find many of these great models if you look laterally—at your peers. Instead of envying some of the people that are kicking your butt in production, why not befriend them and begin to take lessons away from them.
Ask some additional questions if you feel you need to…
“Do I need to modify or tweak this model? What changes will enable me to comfortably drop this successful strategy into my business?”
Ask questions and do some analysis—there’s nothing wrong with that—but don’t just sit there on your butt and continue to make excuses about why you can’t apply what other salespeople or leaders are doing successfully. That’s just stupid and it will cost you hundreds of thousands of dollars, if not millions.
Eliminate those two words. “I’m different.” Those words will KILL you.
You are NOT different. That’s just a dumb excuse that’s holding you back!
If you haven’t had a chance to read my 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 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