You control your own destiny and don’t let anyone tell you differently.
Don’t believe for one minute that you don’t have the power to achieve and become those things that you want. To think or act otherwise is just an excuse to justify your situational mediocre performance. To quote Cherie Carter-Scott, “Ordinary people believe only in the possible. Extraordinary people visualize not what is possible or probable, but rather what is impossible. And by visualizing the impossible, they begin to see it as possible.” As salespeople, we tend to see opportunity and success in terms of past performance influenced by our peers and their uninspired performance. We often think in these terms: “If no one has excelled, then it must not be reasonable to expect anyone truly can.” Let me describe three pillars of success, that when put in proper perspective and applied, will change your sales career.
BELIEF: Belief is the foundation of all we do. Human nature suggests we believe what we can see clearly. Missouri proudly displays the motto on their license plates, “The Show Me State.” Unfortunately, our beliefs are deeply rooted in our culture and past experiences. When you don’t believe, you won’t take action, and action is a fundamental measurement of success. You need to take time to discover what you believe is possible and then challenge yourself to do it. You can control your world by reprogramming the way you think. By changing your operating system you can discover the truth about your beliefs and then alter those beliefs to achieve what you want. Napoleon Hill, through his great insight into human perspective said, “Any definite chief aim that is deliberately fixed in the mind and held there with determination to realize it, finally saturates the entire subconscious mind until it automatically influences the physical action of the body toward the attainment of the purpose.” Belief is the key pillar for all sales success.
ATTITUDE: You can change your direction and condition in life by changing your attitude about your situation. As you rewrite your attitude, you are programming yourself for greater success in life. You will discover your attitude has a far greater influence on your success than your aptitude. Average people have achieved phenomenal feats due to their positive mental attitude. “A person’s life is truly what his thoughts make of it.” Dr. Norman Vincent Peale, referring to this statement said, “This is one of the greatest laws in the universe. Fervently do I wish I had discovered it as a very young man.” There is a wonderful quote about attitude that I would like to share with you.
“The longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than facts. It is more important than the past, than education, than money, than circumstances, than failures, than successes, than what other people think or say or do. It is more important than appearance, giftedness, or skill. It will make or break a company...a church...a home. The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day. We cannot change our past...we cannot change the fact that people will act in a certain way. We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude...I am convinced that life is 10% what happens to me and 90% how I react to it. And so it is with you...we are in charge of our ATTITUDES.” –Author Unknown
ACTIVITY: Daily activity is the outward expression of your beliefs and attitudes. If you don’t believe, you won’t take action. Activity is the vehicle of achievement, and that vehicle is powered by belief. The average person spends only half of the available time pursuing their beliefs. They neglect to plan and schedule meaningful activities that will lead to their success. This lack of planning diminishes both attitude and belief and thus creates a welcome host to the debilitating cancer we call complacency. You should plan and schedule activities each day that will lead you steadily closer to the achievement of those things you believe you can accomplish. You must monitor your progress daily to avoid the illusion of progress shrouded in the mirage of inactivity. If you can’t measure your activity, there is a very strong likelihood that there isn’t any. Put together a plan of action to achieve your beliefs and work on it daily. By taking action, you will discover what so few people have ever experienced – “The power that lies within.”