to work for someone else because he played his failure
over and over again in his biocomputer. I have had
salesmen who have been rejected so many times they
quit the industry altogether because they couldn't
stop playing a negative loop. This is what people do,
they run on negative feedback loops and
consequently they get more of the same.
I remember a personal situation from way back. I
nearly went bankrupt. I had lost all my money, all my
assets and my self-confidence and my self-esteem. I
rented a small office. I did a lot of mail shots and a lot
of classified advertising. I'm good at it, too, the phone
rang constantly. Potential customers would call up
and say, "I saw your advert, send me over a hundred
of those." I'd jump down the phone, "You must be
joking, only a hundred, we're wholesalers!" with that
I'd slam down the phone. I'd do more mail shots and
more advertising. If there's one thing I know about
business it's being able to make the phone ring. I
discovered if you're in business and you don't know
how to make the phone ring, forget it. The phone
would ring constantly. Again, another potential
customer, "Send me over five hundred of those
widgets!" again I'd jump down the phone, "You gotta
be kidding feller, we're wholesalers!" again I'd slam
down the phone. I'd do more mail shots and more
classified's and this went on for three months. The
phone rang non stop and I blew out nearly every deal.
I wasn't making any money and yet I. was desperate
to get back to the top. One day I sat down and
thought: This is ridiculous. I thought I would analyze
what I was doing. I was making the phone ring, I had
the enquires flooding in, yet each time I had someone
on the line I blew it.
I racked by brains for many hours, then it
suddenly hit me. I knew what I was doing wrong.