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Recently, I received an email asking me why everyone can’t DO Pike’s Law # 1 and be successful. “WILLING to do whatever it takes every day”. This individual said they put this law into effect and although they had positive results why aren’t they where they want to be. Another person asked me why they are not successful–they said they follow Zig’s advice and 1. read the right books 2. listen to the right tapes and 3. associate with the right people.
Here is a good question—why are the book stores full of the right books and people with the wrong results?
ANSWER TO THIS MYSTERY: WE ARE NOT WILLING TO DO WHATEVER IT TAKES EVERY DAY. If we were we would have what we want. Here is how this all works.
WILLING is an attitude not an action. We have heard our mind is like an umbrella–they both have to be open to work. Let’s say we are in sales. We have been told we have to have the following every day: 50 prospect calls/5 presentations/1 sale. IF we do this we will be successful. I agree but here is how the principle stops working. I have known some of those “born salesmen” who can make 20 calls a day to get their 5 appointments so they SAY to their mind THEY ARE NOT WILLING TO MAKE 50 CALLS EVERY DAY and the mind says OK—I agree—you are not WILLING to do whatever it takes every day. This is why those “born salesman’ are out produced by “average” salesmen who are WILLING to do whatever it takes every day.
Not good at theory so I have to tell “the hoov” story again. When he came to me he was killing himself working 24/7 for TGIF. He also had zero sales experience and did not THINK BIG. Well, I saw a light with in Gordan that told me “here is a person who can go to the top IF they will get on the right track, IF they are WILLING to do whatever it takes every day. Plan number one:
1. 50 COLD CALLS every day. Those referrals or whatever did not count—I am talking door to door, floor to floor, and
store to store. He WAS WILLING to do whatever it took.
2. The only sales training at that point was—”Gordon, no matter what they say to you your answer is THAT’S WHY I’M
CALLING. His look was priceless like who is this nut. BUTT–HE WAS WILLING TO DO…….
3. He came to me after a couple weeks and said “Bill, this isn’t working. I am making 50 calls every day but I am not signing
up anyone”. So the old sales manager told Gordon, “Oh, you want to sign some people up”. We then went into my office
and invested a solid 3 hours in closing sales. I gave him the book THE SECRET OF CLOSING SALES
and told him he had to give me a report. Was he willing? Well, today he makes per month what he made per year at
TGIF.
4. When sales started—he still had to make 50 cold calls every day. 99.9% of sales people at this point would not make the
cold calls because the sales they are getting “makes them feel good”. Then they join the unemployment line—those sales
people who are out of prospects every Monday morning because they spent all their time giving presentations.
When you tell your mind you are not willing to do something—it believes you, it won’t argue with you, it will accept whatever you give it. I told Gordon or “the hoov” as he is known that if he was not willing to do whatever it takes every day to save himself time and become a front man for an oil company—pumping gas at a gas station. Your mind is un bee leaf a bull–a little Pikeology is starting to come back–unbelievably.
WILLING to do whatever it takes every day is Pike’s Law # one—not willing to do whatever it takes every day is part two of Pike’s Law. I will close this with what I have used when Columbus and I were making calls together.
DO YOU WANT TO BE SUCCESSFUL OR DO YOU WANT TO THINK ABOUT IT?
THE DECISION IS 110% UP TO YOU.
Author Tremendous Bill
Posted by Jude Hodge 
