Success Forces, written by Joseph Sugarman back in the 80’s, is unfortunately out of print. But if there is a way for you to get your hands on this book, you will greatly benefit from one of the most brilliant business minds of our time. He achieved great success in the direct sales marketing business, selling millions of dollars worth of Blublocker Sunglasses, digital watches, and was even the pioneer of using the “800 number” to have customers call in to give their payment information.
Sugarman saw that every “force” he encountered in business could be learned from and utilized in a positive way. Here are the main “forces” he pegged as key pillars in guiding his growth in business.
Always Be Honest
Sugarman employed this principle by always telling the truth, no matter what embarrassing position he may be put in. He explains that honesty is the best policy, even by acknowledging what might be the challenges of your particular product and finding a way to turn it into an opportunity.
Cherish Your Failures
Failures are what most of us (especially in business) seem to avoid at all costs. We see our successes as what we must focus on, so that we can repeat them. However, Sugarman said in one of his talks that he was probably the one in the room who had failed the most. He cherished his failures because he saw them as opportunities to create “success forces” for future possibilities.
Relish Your Problems
Most of us look at problems as inconveniences or roadblocks keeping us from reaching the goals we desperately want to reach. But Sugarman viewed them as opportunities to take a difficult situation and see what could be improved for the next time.
Concentrate Your Powers
Sugarman encourages you to focus on one particular aspect of your business that you need to improve. The point is to not get sidetracked by other things that you need to improve on; otherwise, your attention is divided by too many things which ultimately prevent you from making any real change. Focus on one aspect, one day at a time until you have mastered it.
Do It Differently
This addresses the fact that many entrepreneurs are great at “copying” ideas from others, but Sugarman says that there will always be copycats. The people you should be concerned about are those who are innovators, those who are taking steps to improve what is already a great product or service. Be an innovator, he says; not a copycat.
Clean Your Desk
Sugarman had an early experience of interviewing presidents of various companies his father did business with. What stood out most to him was the fact that these companies were well organized at every level, but most importantly, it started from the president’s desk. He admits that his own desk is messy and piled up all day long; but he adopted the discipline of cleaning off his desk at the end of every day and putting every item in its own place. He even went as far as requiring his employees to do the same. He recounts having had people write to him about this “force” saying that this one discipline changed their entire lives.
The last "success force" presents a challenge to all of us. Whether you have a desk or area of your home, or even the desk top of your computer that you work from day in and day out, what would happen if you purposed to clean it at the end of your work day, every day for the next 30 days? We'd love to hear the results of incorporating this simple discipline into your life.
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