Its simply really, because their behavior reflected their attitudes, and their attitudes controlled their lifestyles, as well as their practice’s level of success or lack thereof.
You see, the successful person loves being sold and tries to learn something from that by itself; then he loves to buy, because his experience has been and always is that every time he invests in education, he finds at least one good idea, acts on it, and recoups his investment plus more.
The unsuccessful person hates being sold, buys reluctantly, because his experience has been and is that every time he invests in education, he gets nothing out of it and has fewer coins in his pocket afterwards.
How can two people in the exact same business in the exact same town experience such dramatically different results? Clue: the education being sold and bought is the same, so it’s not the causative factor. Clue: in this picture, there is only one difference.
Very early, when I was starting out doing what I do, I got some very, very good advice from a friend of mine, with considerable experience selling how-to “stuff” to sales managers and sales professionals. He told me, “If you want to make money at this, ignore the people who obviously need your information the most and focus on selling to individuals who are already quite successful but eager to do even better.”
Here’s what I found out: winners live what’s called THE PRINCIPLE OF THE SLIGHT EDGE; they know that teeny adjustments and refinements yield disproportionately big improvements, so they are always hunting for even one idea that can tweak what they’re doing a smidgen to the good. They’re looking hard, every day, for some information to invest in that might give them a slight edge.
Not only don’t they mind being sold, they’re eager to buy. Losers stay losers for three basic reasons:
- They do not learn from information.
- They do not act on ideas; so
- They don’t want more information.
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