When you go into a sales call it’s kind of like digging for treasure, and so you can be a curious explorer out there everyday. The story, the actual analogy I bring this off of is a story that Tony tells in business mastery about this guy living just off the coast of Florida down south near the Keys, and he hears about this treasure that’s out there in the ocean. He goes searching for it. He gets some funding, he buys a boat. He has a whole crew and they go out there and they’re like ‘we going to go find this freakin’ treasure,’ and years go by of searching every single day and they don’t find the treasure. His wife leaves him. He goes through all of his money. He gets investors involved, and he goes through all of their money. He has kids. Everybody thinks he’s crazy. His kids don’t even talk to him. He’s just the crazy guy after a few years. And then he keeps on going out there, he gets more funding and goes through another wife and more people think he’s crazy. Year after year after year convincing people to give him money to fund this thing. Ends up taking him 16 years of going out there and then eventually, obviously, he finds the treasure. And it’s a true story, it’s like $50 Million worth of gold he finds. The three things to learn from that, that really go into this explorative style is One: he believed that there were treasures there. So when we look at our calendar, when we look at our contact list, when we look at our friends on Facebook. Whatever it is. We have to believe that there’s gold there. That there’s buried treasure there that some people may have overlooked. We have to believe that there’s treasure in people, there’s treasure in conversations, and it’s very hard to pull out of certain people or certain companies or certain days. But there’s always treasure there. This guy searched for it for 16 years so the first thing is you have to believe that it’s there. Second: you have to believe that you can find it. He might believe that the treasure’s actually there, but if you don’t believe that you can find it it’s different. Everybody’s got a yes inside them, but if you don’t feel like you can get it out. Then you’re not going to persist. The Third thing that has to happen is this: You have to believe that it’s worth it. So the three things that develop somebody’s style, in my opinion, is believing that you’re an explorer, and that there’s treasure in those contacts, there’s treasure in this meeting, there’s buried treasure there. It might be really hard to find out, to get it out of people, but it’s there. You can find it, and it’s worth it. Because it might take a lot of hard work. So you have to believe that it’s really there. So I think finding that treasure has become my style.
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More clips from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde: