July 20th, 2008 Vitaly Grinblat
I’d like to share with you one of the biggest, if not the #1 reason why people don’t live up to their potential. This is THE thing that stops most people dead in their tracks, and keeps them from achieving lots more success.
But first let me tell you a true story about someone I’ve worked with in the past.
This guy is a very well educated person. Has 2 college degrees, comes from a family full of professionals and is highly motivated.
When I recruited him to work in my agency, he was very excited. He saw the big possibilities of this industry immediately and I really didn’t have to tell him much about the opportunity, as he saw the promise of big financial rewards him.
One thing I remember very vividly is his comment to me that he doesn’t want to work for anyone and that he’s an entrepreneur.
Every time we talked he was the one telling me his new ideas on how to grow the business, and how much business is out there, etc…
But the bottom line in that business, as in any other business, is you’ve got to see people.
You have to go on appointments.
Days and weeks went by and he wasn’t setting any appointments or doing anything that would move his business.
I would talk to him daily, telling him that he needed to call people, and set up appointments. Explaining to him that he needed to fill his pipeline and all of that.
And still, there were almost no results. He might have had 1 or 2 appointments in a month. Which is enough to tell you that he wasn’t making any money.
He even went to an advanced sales training seminar with me, and studied for 3 days like a mad man. Memorizing everything, all the closes and the objection handling techniques.
At the end of the seminar, I told him that this is great, but you need to have a someone that will actually give you an objection for you overcome. To which he replied – “Of course”
A few more months went by and he quit the business and got a 9-5 job with a paycheck.
I thought about this for a long time. Why didn’t he do anything.
He wanted to. He put the time and the effort to learn the business, study sales. He had a good personality and seemed to be motivated.
So what was it that stopped him?
Eventually I came to a conclusion that the thing that killed his chances of success was this – Read the rest of this entry »
