Direct Sales Training – Are You Smarter Than a Junk Dealer?

Most of us balk at being called a junk dealer, but follow along with me.

One of Napoleon Hill’s stories in “Think and Grow Rich” made me consider how many of us aren’t even good junk dealers. Sometimes you think you’ve hit the mother load in your business – a great customer, a superstar recruit, the next big promotion – and then something happens and you call it quits. You figure you’ve tried EVERYTHING and NOTHING WORKS. You think it’s not meant to be, so you give up hope and give up striving.

Guess what? You’re right. You’re also wrong.

In Hill’s story, a man “was caught by the ‘gold fever’ in the gold-rush days, and went west to DIG AND GROW RICH”. His hard work proved his claim to be the richest in Colorado, and after more time, sweat and money, they reached a break-even point with the venture.

And then the vein was lost.

Oh, they kept drilling, digging, searching, and scrambling to find the vein, but invariably, as most sad stories do, this one ends with the decision to give up, sell everything and return to the life he once knew.

But for one savvy junk dealer, this is not a sad story.

You see, he bought all the equipment from the man for pennies on the dollar and then made a brilliant decision: he hired an expert to advise him on what to do next.

After crunching a few numbers, the expert said that the first man’s didn’t know what he was doing. In fact, ‘his calculations showed that the vein would be found just three feet’ away from where the first man quit.

The junk dealer became ridiculously successful mining millions from the very vein that was thought “lost” by the first man.

One man’s trash is truly another man’s treasure.

Now the first man didn’t “just quit”. He kept trying for months after he first struck gold. Had he sought expert help, though, he could have saved himself a ton of time, money, energy and the humiliation of apparent failure.

Do you think you’re smarter than a junk dealer?

No doubt the first man thought he knew exactly what he was doing – and that he was doing it right. He did strike gold in the first place. He was successful at first, wasn’t he?

How could a junk dealer know more than he did about mining gold?

The point is the junk dealer didn’t assume he knew more than anyone. He sought out an expert to handle the details he was unclear about. As a result, the price he paid for that wise counsel paled in comparison to the great riches he mined from his claim.

Many times MLM and Direct Sales reps do the very same thing: struggle for months with what you THINK you know to be the gospel truth about running your business. You might even listen to a few voices in your up-line that offer advice to you about the best methods of prospecting. But are they truly experts? Nope. They should be experts on running their business, NOT running YOUR business. Just because they’ve been successful in the past doesn’t mean their advice will serve YOU in the present – or even into the future.

This is a CRITICAL mistake that so many people in this business make.

It is unreal how many people say “I just do what my up line tells me” blindly obeying every command from their up line. Lest you think I’m being one-sided here, it’s even MORE unreal to me how many people choose to ignore completely the advice their up line gives them, and then struggle to be successful, ultimately quitting because “that MLM stuff doesn’t work”.

So what should you do? Be at least as smart as a junk dealer.

Don’t assume you know everything – you don’t or you’d be at the top of your pay scale in your company.

But don’t assume your leaders know everything either. They can’t possibly be expected to know everything under the sun about running your Direct Sales business – chances are good they built most of their “empire” using outdated tactics that barely work for them anymore. There’s no way they have time to learn Internet Marketing Strategies, Direct Response Strategies, Bulk Mail strategies, P2P Strategies, and any other strategies that come down the pike in the next 5-10 years. At best, they’ve picked up a few things that work for them, but that doesn’t guarantee it’ll work for you.

Don’t be afraid to ask for expert advice. And don’t be afraid to invest in your business education. Experts are rarely free, but their advice is sound and usually guaranteed for the price you pay. And the cost of that investment always pales in comparison to the return on the knowledge you’ve gained.