RESULTS ARE EVERYTHING, THEY NEVER LIE

“Results are everything” has been a catch-cry in my management style since the late 70’s when I led a State Sales Team that grew the Yellow Pages Telephone Directory at just under 40% each year for a period of three years.  Whenever the figures would stall, we all adopted the phrase “Results are everything” and ensured it was everywhere.

I personally had two targets on display, a circular target with 40% on the bullseye with the slogan “Results are everything” just below the circle, and another panel that also said, “Results are everything.”  I placed them everywhere, on my mirrors at home, in the bathrooms, bedroom and hallway, above my television, in my kitchen, interior garage door, the dashboard of my car, inside my briefcases, in my office, on my desk, in the general office and in the rest rooms.

Those that know me, also know I stress the fact that prospects have never bought products, services or even features or benefits.  They only buy one thing – they buy a picture of what they will get, with themselves enjoying what they bought in the picture.  Even when I sold advertising in the Yellow Pages Telephone Directory, they simply bought a picture of what they will get through the profit they would make brought about from the profits made from advertising in the Yellow Pages Telephone Directory – and again, with themselves in the picture.

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