I came across a great article on the Harvard Business Review website that I’d forgotten about. It’s a very strong read about measuring the true success of your life. If you’re up for the challenge and are looking for more fulfillment from your life this is a MUST READ.
Thanks to everyone who took the recent poll on the question:
‘How Much Of Success Is Mental?’
Here’s the results:
90%+ 49% of the poll
70%-90% 32% of the poll
50%-70% 14% of the poll
30% – 50% 3% of the poll
10%-30% 2% of the poll
< 10% 0% of the poll
What’s interesting here is that whatever the actual answer is, over 95% of people who took the poll believe that at least 50% of success is mental! Of that a total of 81% of the poll believe it accounts for over 70% of success!
So here’s the key question. If success relies on the mental factor that significantly, how much of your time do you spend working on the mental game every day and every week?
If you’re like most, the answer is very little. Yet, if it’s that significant a factor, doesn’t it make sense to spend more time in this area?
What do you think?
One of my all-time favourite books on Selling is ‘How I Raised Myself From Failure To Success In Selling” by Frank Bettger. It was written in 1947! Yet, it’s packed full of real insights.
One interesting point he makes, as a result of keeping detailed records of his activity, is the following breakdown of where his % closings come from:
- 70% of his sales were made on the first appointment
- 23% were made on the second appointment
- 7% were made on the third and after.
BUT, 50% of his time was spent chasing that 7% who only bought the third time or after!
By only dealing with prospects who bought on the first or second meeting, and writing off the ones who did not, he was able to immediately double his income with the time save chasing the 7%.
From my experience, this still holds true 64 years later. The %’s may not be exactly true for your industry but the point is not to waste your valuable selling time on anyone who isn’t likely to buy.
Most companies I know waste way too much time on people who are unlikely to buy, and in my experience, the 7% category are harder to sell to, and they complain a lot more!!
What do you think?
(If you’re interested in that book by Frank Bettger, you can get it here:)