In this episode of The Sales Evangelist, I had the pleasure of speaking once again with Jeffrey Gitomer, The King of Sales, about the Law of Harmonious Attraction.
Jeffrey is an author, speaker, and business trainer who writes and lectures internationally on sales, customer loyalty and personal development. He also hosts the very popular Sell or Die podcast.
Jeffrey talked with us about his newest book, Truthful Living: the First Writings of Napoleon Hill. The first chapter, Success is Up to You, is now available as a free download for listeners of this podcast.
Napoleon Hill was an American self-help author perhaps best known for Think and Grow Rich, one of the top 10 best-selling books of all time.
Jeffrey has a 15-year relationship of volunteering with The Napoleon Hill Foundation. As a result, when the foundation found the first writings of Napoleon Hill from 1917, they offered them to Jeffrey to edit and annotate as he desired.
Hill, as Jeffrey learned, believed that for someone to sell well, they have to learn more than selling skills; they need to learn how to be a positive person.
This book is not a life-changing book. This book is a life-altering book!
Jeffrey removed the lessons about sales but kept Hill’s personal development lessons.
He included his own observations at the beginning of each chapter and explained how to implement the lessons at the end of each chapter.
But Napoleon Hill’s 100-year-old writings remain completely intact.
If you already subscribe to the lessons in Think and Grow Rich, then Jeffrey’s book will reinforce every single thing that you already believe and already do. It will reunite you with great facts, and introduce you to new ideas.
This book will either put you on a bigger path, a better path, or it will reinforce the path you are already on. Once you know you are on the right road, the incentive to continue stays with you.
Success is up to You. Finish what you start.
If you can get just those two things into your head, you will completely understand Hill’s writings on personal development and positive attitude.
The Law of Harmonious Attraction
Don’t confuse this with anything you’ve read before about the Law of Attraction where you simply visualize what you want in order to make it happen.
The Law of Harmonious Attraction instead tells us that big pay and little responsibility seldom occur together.
Hill believed that it’s much easier to create a connection or friendship between like-minded people. It’s easier to build trust when people think alike, converse alike and are comfortable with each other’s strategies, philosophies, actions, and ethics.
Hill, for example, wanted to attract people with wealth. To that end, he urged others to read and reread The Law of Financial Success.
If you are a diehard listener of Jeffrey’sSell or Die podcast, to offer a more current example, then you and he are already attracted to one another. You know his philosophy, his expressions, and you already feel good about doing business with him.
The salesperson can make things happen by building such relationships and keeping them.
Rapport vs Attraction vs Reciprocity
Building rapport is a lighter version of harmonious attraction. It begins when people ask superficial questions in hopes of finding opportunities to go further. It brings genuine value both people rather than being manipulative.
The idea of reciprocity is that if you help 10 people, then eventually, at least nine of them will help you.
Hill believed we should give without the expectation that people will give back, and with the realization that some will not.
The Five-Point Rule
Hill, in 1917, said this:
Success may be had by those who are willing to pay the price.
Most of those who crave a $10,000/year position*, especially if they are engaged in business, may realize it if they are willing to pay the price.
That price is eternal vigilance in the development of self-confidence, enthusiasm, working with the chief aim, performing more service than you are paid for and concentration. With those qualities well-developed, you will be more likely to succeed.
*approximately $250,000 in today’s dollars
“Harmonious Attraction” episode resources
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We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.
Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.
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