The Secret of Success?

What is the secret of success?  It might not be what you think!

For eons, man has been pondering success – writing about it, “teaching” it, debating it’s methods, even it’s definition.

But when you come right down to the nuts and bolts of it, the secret of success is not so secret, and not in the least bit glamorous!

In fact, the secret of success smacks of the mundane.

What is it?

The secret of success lies in forming the habit of doing things that failures don’t like to do.

A mentor of mine describes it this way:  Do today what others won’t do, so that you can do tomorrow what others can’t do.

What is it that other’s won’t do?

Well, they won’t do what they don’t like to do – and that’s personal to each individual and each industry.

For our purposes today, though, let’s take a look at the industry that I know the most about, and that’s sales.

In sales, the thing that failures don’t like to do, in general, is they don’t like to connect with people who they imagine don’t want to see them, and then talk about things that they don’t want to talk about!

In sales, we call connecting with people “prospecting.”   If you’re not constantly prospecting in sales, your business is stagnating.  And by and large, a person’s inability to stick with a consistent prospecting program is tied to their dislike of connecting with people that don’t want to be connected with, and talking to them about things that they don’t want to talk about.

So, what is it about the general buying public that they don’t want to be contacted?

It’s not that, at all.  They do want the contact.  They DO want to be shown the features, advantages and benefits of the items that they’ll purchase.  But, they’ve also got some fears about being “sold,” about being persuaded to do something that they’re perhaps not ready to do, and so they erect a protective barrier to try to escape our efforts by subconsciously striking at our weakest characteristic as human beings:  our need to be liked and appreciated.

Have you ever looked at the top salespeople in your organization and wondered how it was that they seemed to like to do the things that you do NOT like to do?

I have a surprise for you!

They don’t like it any better than you do.

You might ask yourself why, if they don’t like it either, do they do these things that they don’t like to do?

The answer is because successful men and women understand that by doing the things that they don’t want to do, they can accomplish the things that they do want to do.

Successful people are influenced by their desire for great results.  Failures are influenced by their desire for comfort.  They’ll settle for disappointing results if it means that they don’t have to step outside of their comfort zone.

Why are successful men and women able to do the things they don’t like to do while failures aren’t?

Because successful people have a strong “why.”  Their purpose is strong enough to make them form the habit of doing the things that they don’t like to do so that they can accomplish those things that they want to accomplish.

Sometimes, though, even the best producers fall into a slump.  Don’t be fooled.  It doesn’t mean that they’ve lost their touch; rather, it means that they’ve lost touch with their “why.”  They’ve reached a point where the things that they don’t like to do have become more important than their reasons for doing them.

If you, or someone you work with falls into a slump, don’t focus on production, numbers, profit or loss.  The way to climb out of a slump is to be reminded of your “why.”  When you are reminded of your driving purpose, it will once again take precedence, and it’s strength will overcome your resistance.  You will easily return to the habit of doing the things today that others won’t do, so that you can do tomorrow what others can’t do.

That’s why it is said, “Find your ‘why’ and fly!”

(to be continued)


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