--- title: How You Find the Difference | The Sales Blog description: The difference in results isn’t the real difference. The real difference is found somewhere else, the last place you’ll look. Maybe the one place you don’t want to look. You won’t find the difference “out there,” no matter how long you search and no matter how well. Time spent searching “out there” is time spent […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_375490330.jpg --- ### [Now booking SKO meetings for 2026/27! 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The real difference is found somewhere else, the last place you’ll look. Maybe the one place you don’t want to look. You won’t find the difference “[out there](http://thesalesblog.com/2016/09/02/barriers/),” no matter how long you search and no matter how well. Time spent searching “out there” is time spent away from where you will find the difference. There are charlatans and con artists who will tell you they know where to find the difference. For a fee, they can show you how to find the difference. They cannot, however, tell you why they aren’t focusing their time and energy on [finding the difference themselves](http://thesalesblog.com/2014/04/17/on-picks-and-shovels/). To tell you that would betray their real intentions. When you find someone who has found the difference, they will very happily tell you what they did to find it for themselves. When asked, they share with you the recipe that worked for them, knowing that the difference isn’t something that can ever be depleted by sharing it with others, it being a beneficial to share with others. Your ears may not like what they hear and so resist what they hear. Much of the time, you will have to [prod those who have found the difference](http://thesalesblog.com/2013/07/18/the-secret-reason-the-successful-share-their-secrets/) to tell you what they believe, why they searched for the difference and what it meant to them when they first starting to possess it. Some part of what they tell you will clash with your deepest and longest held beliefs. You won’t want to believe what you hear, and you’ll wish that the charlatans and carnival barker’s recipe was enough to help you capture the difference. But something inside you will find what you hear as truth. When you are ready to take on the beliefs and the mindset of those who have found the difference, your beliefs will start change, little by little at first, and then all at once. Soon after, you start to take actions in line with the beliefs until, some time later, they are what you do without resistance and without thinking about it. If these words don’t reach you, it may not be time. If they do, then you know you have found your answer. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2018](https://www.thesalesblog.com/blog/tag/2018) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on October 10, 2018 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-06-15T6:16:32 PM", "datePublished" : "2018-10-10 21:01:32", "description" : "The difference in results isn’t the real difference. The real difference is found somewhere else, the last place you’ll look. Maybe the one place you don’t want to look. You won’t find the difference “out there,” no matter how long you search and no matter how well. 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