Sherry (the angelically patient wife) had decided to ride with me to help me figure out what I could do to make us a living. We were making the 45 minute drive home after a night of (not) selling and I was screaming, not “pardon my French”, at the top of my lungs about the following.
The market was no -------- good. The people were ------ stupid. The product was ----- useless.
I went through every excuse and reason I could think of as to why the sales thing wasn’t working and couldn’t work. I’m sure that I scraped up every possible excuse including my suspicion that the women providing the leads were intentionally sabotaging me with goofy addresses.
After Sherry put up with this for about 20 minutes she threw up her hands and yelled “stop”. I did. Then she said “you’ve got a problem and you’re it”. I said “what you mean”. She said “you haven’t decided whether you’re going to be a salesman or not”. I said “I have too. What you do you think I’ve been doing out here for six months?” Her answer: “You’ve been doing exactly what you’ve been doing for the last half hour, going through every excuse why everything is wrong and won’t work. Once you decide what you are going to do you won’t waste any more time on excuses and blaming everything else for failure. So, decide. Are you going to be a salesman or not? Don’t say one more word until you give me your decision.”
This is where the 10 seconds comes in. I was shocked, a little bit confused, embarrassed, insulted and frustrated. (All of that German ego stuff probably took about eight seconds.) Then I made the statement that would determine the rest of my life. “I’m going to be a salesman”.
Her response to me was “great now we’ve got something to work with”. (Loser to Winner in 10 Seconds)
The next evening we went out together. Sherry had come down with the flu but was determined to support my newly made decision. She had a pillow and a blanket in the back of a little Ford Pinto I was driving. She would try to sleep between bouts with the flu bug.
We drove from address to address and missed appointment to missed appointment. It got to be 9:30 at night, pretty late to be dropping in on a family for a sales call. I stopped the car and told Sherry that it was too late for another appointment and besides I only had one lead left to what looked like a very poor home whose yard was cluttered with old machinery.
She raised her head off the pillow and said “what did you decide”? And I said “to be a salesman”. Then she said, “do one more”.
Well, I did one more. And that wonderful little family referred me to five of his brothers all of whom gave me orders. As a result I reached a significant milestone in the award system of the company I was working for and earned my first $1000 weekly commission.
I’d like to tell you that it was “happily ever after” from then on in my sales career. But, that’s not the case. The following week I went out with the same determination, I thought, and came back with no sales and very discouraged. (Back to Loser in 6 Days) Sherry bought a small property at the cemetery so that I didn’t have a totally failed week.
But here is the real conclusion to this story. After the decision was made I had a small amount of success but then the teachers, opportunities and circumstances, started to appear (The focus of having made the decision allowed this student to be ready for the teachers to appear.) Sherry found a goal – setting program which turned out to be a portion of what is now the Guardian Code formula that I write about all the time. We wrote a lot of goals (57 to be exact) and we kept them fresh by regularly reading them morning and night. After about three days I started whining that I was too tired, in too much of a hurry, it wasn’t working, it was too easy and stupid to be real. Sherry would simply smile, sometimes give me a hug and say “read the goals”. I even tried a couple times, when she asked if I had read them, to lie and say I had. She would always know and I would feel really stupid at becoming the seventh kid that she had to try and raise.
The outcome: In the last six months of that year I, in my one-man office, set sales records for the entire company, achieved 56 of the 57 goals. The 57th goal was achieved when Sherry took the bonus money from the company awards banquet and bought me the 1100 CC Yamaha midnight special motorcycle.
Note: From this little story of mine you can readily understand the statement that “behind every successful man there is a woman rolling her eyes”.
For those of you who have been reading my blog and are somewhat familiar with The Guardian Code formula this was my first experience in application of this concept which at that point in my life, I did not yet understand.
For those of you who would like to read a blog that describes the formula please click on the link: HEART OF HEARTS ASSIGNMENT