I have had a morning where several things have "gone wrong" and yes I felt the knot in my stomach. So I got angry and wrote this blog to myself.
How to succeed in spite of yourself
1. Desire. Extreme desire. In Think and Grow Rich Napoleon Hill says that Desire is the starting point of all achievement.
What is that desire in sales? It is fixating on something and not letting anything get in the way. TV, sports, politics, Facebook, negative thoughts, fear thoughts; these are all things that can get in the way. Desire is saying to yourself. "I am going to do this no matter what".
If the rates go up - I am still going to win. If there is a housing recession I am still going to win. If everyone around me is slow or slowing down I am still going to win. Desire is something that is felt in every part of your body. It is an intense focus. It is determining to win even thought your stomach may be filled with a knot the size of Connecticut. It is determining to win even when you feel you are not good enough and others are better or more educated or look better or have more contacts. It is determining to win. It is determining to succeed.
2. Honesty. When I say desire is determining to win I mean within the boundaries of and ethical consideration. It is within the boundaries of the Golden Rule. But it is always an honesty with yourself. It is having the guts to lose and continue. In baseball a player is not judged by one at bat. We have to be honest and know we can and will lose. We have to be honest with ourselves and our clients. If we don't know - admit it quickly and determine to find out. If we make a mistake, admit it immediately and try the best to correct the error. If we really believe something, say it with conviction and at the same time with gentleness.
3. Effort. This is where so many lose it. In the Garden of the disciples fell asleep and Jesus said the 'spirit is willing but the body is weak". Be determined to overcome weakness. Several times in my working career things were not going well and to turn everything around I chose to work all night. Shower and dress again. And start the new day and not tell anyone that I had worked all night. Even a misdirected effort can turn out well - the point is determine to put in more effort to turn your success around.
4. Goal. You have to have a goal and a reasonable goal. You must develop a real intense desire to reach that goal. You must be honest with yourself - can you reach that goal? Years ago I played a lot of raquet ball and one of my bosses flew into town and wanted to play. He was fat and out of shape and lasted about 6 minutes. When we left he said "I am coming back in two weeks and will beat you" Wow - what a stupid statement. I could play well for hours at a time. You may achieve great heights but for not choose a reasonable goal that you can reach in a time frame that you choose. Put all of your effort into reaching that goal.....Effort is more than hours. It is learning and planning and even day dreaming.
So many people in sales reach a certain low level and stay there but if you choose to reach higher think about these things. Apply them and succeed.