Posted: October 03, 2013
Believe in success
Are you holding yourself back?Gary Harvey
Your beliefs, positive or negative, have more impact on both your personal and professional success than any single element. Many salespeople possess extensive knowledge of their product and have great sales skills, yet their sale performance is average at best.
Other salespeople with little product knowledge, very few prospects in their pipeline, an inability to articulate their thoughts clearly and less than stellar personalities have sales performances that rank in the top 10 percent.
How is that possible?
Success in sales, or almost any pursuit, is often not just a product of one’s talent, education, personality or contacts, but the ability to have a positive outlook and expect positive outcomes.
It’s more than having the belief to see the glass as half-full, however, versus half-empty. It starts with the belief to see positive possibilitie combined with the fortitude to do what's necessary to make those possibilities into positive outcomes.
Some people will view a challenge, evaluate both positive and negative aspects and choose to have a positive belief about the outcome. For instance, getting a "No" as soon as possible in a sales cycle, believe it or not, is positive. At least you know and know now, right?
People who see positive possibilities focus on positive aspects of challenges. The stronger their positive belief grows, the more defined is their necessary action to meet the challenge.
Some people will view the same challenges and focus on negative factors and outcomes and believe that the challenge can’t be met successfully. They see limitations and believe failure will be the outcome – so why attempt the challenge?
The more they believe in and convince themselves of the negative aspects, the stronger their beliefs grow about the almost impossible chance of success. They give up, or worse, don’t even try.
People will behave in a manner consistent with their beliefs. Your success is nothing more (or less) than what you believe it to be. Henry Ford once said, "The man who thinks he can and the man who thinks he cannot are both right.”
If success has eluded throughout your life and career, perhaps it’s time to change your beliefs.
Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or firstname.lastname@example.org.