One True Statement Among Many

June 19, 2009

“If I am more successful than you it is because I heard more NO’s than you.”

Before I get to my point, I need to say that having just missed my first Forum, I plan to be there in 2010. I really have been busy…and while I can use that as an excuse for not having bloviated here in a while, I don’t plan to use that one on myself next June when it is time to go to Las Vegas.

For those of you who have never gone to a Forum…ask yourself if a guy who thinks he has heard it all and said it all in the past 23 years regrets making time now that it is over is enough reason to go to the next one yourself. It should be.

Back to the subject… I have no issue with Barb Bruno’s quote and none with her over it because all sales trainers say similar things. I am also certain this is true for some people. But not for all people.

We all remember in school there were kids who looked and acted like Jeff Spicoli but still got As because they just took the test and the stuff was just there in his head. We also knew kids who did nothing but study all the time who also did well.

All you bosses come and shoot me now for telling the real truth. I absolutely agree that more nos=more yesses but I’ll also tell you that there are one heck of a lot of people who learn how to do a few elements better and since they do it better they can do it less. They also continually focus on improvement of those elements.

I find it demoralizing and debilitating to be told over and over and over that the path to success in this business is 4 hours a day of actual phone time. It may have been true in the past…but not in the 23 years I have been doing this. Maybe it is A way but it is not THE way.

I also average about 1 ‘marketing’ (sales) call a week. I can’t fill our jobs.

I just think more people should focus on finding the things that matter in our business and doing each of them better and better instead of doing them crappily over and over and over.

Since this theme may go on for a while, I’ll stop here for today with a statement I believe is a bit more empirically true.

“If you are more successful than I am it is because you are better than I am.”

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One Response to “One True Statement Among Many”

  1. Tallis Says:

    I think you’re raving now, not ranting, so that’s just fine… I agree with Mister Dave, but mostly in the sense that it’s different strokes/folks. I don’t imagine that the “more No’s than you” is a final prescription, just a metaphor for perseverance, and backbone. Perhaps people who’ve heard more “yes” are actually more successful than Barb. But the point is that this is semantics, and juggling the language to make a point. I think both Barb and you made and make good points. I do disagree with the phone though, as we realize often enough that you have to do something different that what 98% of people out there are doing, and the phone is still the lost art, and the way to make a real connection. And my favorite is your title- one truth among many. But if you can’t fill your jobs, maybe you should be making more marketing calls to get the “fillable” ones…


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