In his classic book Think and Grow Rich, Napoleon Hill tells us about a man, caught by gold fever in the gold rush days, who went west to “DIG and grow rich.” He struck gold alright, but the vein of gold disappeared soon after he purchased machinery to bring the ore to the surface. He and his nephew R.U. Darby labored on, desperately trying to pick up the vein again. Then They Quit. In frustration and desperation, they sold their machinery to a “junk man.”
The “junk man” hired a mining engineer who advised that the vein was a mere three feet from where the Darbys had stopped drilling! Because he decided to seek expert counsel before giving up, this “junk man” raked in millions of dollars from the mine.
R.U. Darby, remembering he’d lost a fortune to a “junk man” because he stopped three feet short of the gold, decided from that moment on, to “never stop because men say ‘no’ when I ask them to buy insurance.” He went on to become one of the most successful entrepreneurs in the life insurance industry.
So many lessons to learn from this story! In addition to the obvious lesson of seeking wise counsel before making significant decisions, consider this:
What if you know in your heart of hearts that what you have to offer someone could save the soul of her business? What if you know in your heart of hearts that your services or products could bring her health or wealth or ease or joy or meaning or fulfillment? What if you know in your heart of hearts that you can truly help?
And what if you say, “I understand,” and back away the moment you hear, “I wish I could, but I just can’t afford that right now”?
You’re doing yourself and the person a grave disservice! I’m not talking about being pushy. But to say you understand (when really, you don’t) is to buy into her story. It’s to cause both of you to stop three feet short of the gold.
We are programmed to say no! We are programmed to object! I do it all the time. I go into a store, a salesperson asks me if he can help, and I automatically respond, “No, thanks. Just looking.” Even if I could benefit from his guidance! (Unfortunately, I don’t always say no to chocolate, but that’s another story.)
If you’re in business, you’re going to hear objections. Get used to it. Pray about your response. Seek divine guidance before, during, and after your sales or enrollment conversations. If you innately sense that you can help your “prospect,” then dig deeper. Find out what her real objection is. Perhaps it has nothing to do with the stated reason and everything to do with something else . . . like fear or doubt or some other limiting belief. Don’t stop three feet short of the gold.
Enrich your life. Enrich your prospective client’s or customer’s life. Get to the story behind the story and help your prospect make a genuine, informed decision.
If your prospect is certain that what you have to offer is of no benefit whatsoever, even if money were not an option, then graciously thank her for her time. (There’s a time to press forward and a time to quit!)
Just make sure you know the difference and make sure you scoot your scared little ego off its throne.
Go for the gold. You’re doing yourself and your prospect no favors by approaching life any other way.
Haha used to be the same way with salespeople until my then wife, convinced me that these were well-intentioned people trying to do what they were good at doing. Learned to be more understanding and nicer to salespeople. As for chocolate, I ALWAYS say NO, unless it is for someone else! Could not agree more about the last 3 feet…that is why I always say I am “going the distance”! I wasn’t supposed to comment until you wrote something for your book, so hopefully you have at least come up with a title so I will not feel so badly about wasting your precious time with this remark!
YOU ALWAYS SAY NO TO CHOCOLATE?????????????????? And I thought we had so much in common….
As for the book issue, what I did do was start a document with what you suggested at the top: This is the day the Lord hath made. Let us rejoice and start our book in it.
What I didn’t do was write a single word after that.
When the Spirit says write, I’ll write. As for now, I’m still just gathering thoughts and inspiration.
I hope you’ll break your self-promise again and comment anyway!!!
With appreciation, Sr. Schwartz, for your encouragement….
Jory
Another timely blog by Jory. I am 3 feet from officially launching my company and I at times just want to give up. I can go three more feet. I can dig a little deeper and find my fuel to keep moving forward even when the going gets tough. A coach of mine asked me once, “So what will it feel like if someone else does your purpose?” At first I said let them, this is too big for me. Now, through Jory’s timely message, I will dig three more feet today, and 3 more tomorrow because I don’t want anyone to claim my mother lode!!
Thanks for continuing to encourage and motivate those of us who are trying to live purposefully even when it is trying on our nerves, our wallets and in our energy reserves.
Love you and the work you are doing.
Diane, your words are like a honeycomb.
Thank you for letting me know that this message inspires you to keep digging! You have so much to offer, Diane. The world awaits. WE await!
Eager to see you strike gold!
Love and Hugs,
Jory
Ok So I have broken my self-promise and commented again. Will you break yours and write 3-5 words a day on that page you began? Let’s stipulate that each of us will “give a little”? Even a journey of a thousand miles starts with a single sentence-i.e. “Let’s go!.”