The Key Ingredient To All Business

Success
The other night I bought a copy of the latest book from Bob Burg and David Mann called “The Go-Giver.”
It’s a fantastic book with a back cover plastered-over by testimonials from other top authors.

One of my favorites is from Set Godin who writes, “Most people don’t have the guts to buy this book,
never mind the will to follow through and actually use it. But you do. And I’m certain that you’ll be glad
you did.”

When I started to read it, I couldn’t put it down.

I won’t spill the beans on the Five Laws of Stratospheric Success revealed in this book, but I would like to
reflect on my own experiences.

Like one character in the book, I’ve been taught a million “closing techniques” for use in sales. I could
write a book just listing all the names. One level these techniques are intended to help a person learn
how to communicate on purpose. If you have some idea of what to say in a discussion with another
person, you’re going to have a much better time saying what you mean.

But I realize they don’t really matter. Just like if you’re a wrestler, you can learn every move in the book,
but it won’t make the slightest bit of difference if you’re missing one key ingredient.

Every sales technique you might learn can be applied successfully by one person and will actually cause
a sale to be lost when applied by another. The difference is once again that key ingredient. One person
has it and the other doesn’t.

That key ingredient is heart.

Of course, everyone has heart. God designed it to overflow with love enough to fill the entire world. It’s
not that some people don’t have heart, but rather that they bury it and hide it because they think
they’re presenting a better version of themselves by keeping their heart out of the picture. Some people
think their façade will be more attractive than their authentic-self.

You need to go into everything you do with authenticity. Trying to fake it until you make it doesn’t
actually work because those around you know. You’ll look as real as that 1970’s wood paneling or faux
brick wallpaper. It might look ok when you’re standing 20 feet away, but no one is really fooled.

If your authentic self is wounded, or really has some problems, they’re not going to be fixed with a coat
of paint. You can change (even a tiny bit) from this nanosecond forward.

You just gotta do it.

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