Imitating Success
When I was in direct sales, I would pay attention to salesmen who were more successful than I was.
If I asked them what they did, they would say things like, “Always be closing,” and “Don’t take no for an answer.” They gave me the impression that they were ruthless and every sale is a hard sale.
But when I asked to sit in on their sales calls so that I could watch what they did, it wasn’t that way at all.
The most successful salesmen always seemed to put the buyer at ease and make them comfortable. The buyer wanted to share lots of information and they seemed to appreciate what a good listener the salesman was.
The buyer didn’t seem to think they were being sold on something at all. The buyer was simply enjoying the process of buying.
I’ve also asked people about their investment strategies. I know someone who told me to never have more than a certain number in cash reserves.
But then I found out that for their own finances, they had a goal of saving 40 times the amount they told me because they felt that having liquid capital would make it easier for them to find real estate deals.
Most people probably aren’t malicious in this. Most people just aren’t aware that what they say and what they do doesn’t match up.
But I’m not interested in figuring out how to make people change.
Instead, I decided a long time ago that, in most cases, I would rather imitate someone successful instead of listen to someone successful.
I’d rather do what they do than do what they say.
What do you think?
Joseph