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Posted: September 23, 2013

The single most important trait for sales success

Passion will take you only so far

Liz Wendling

Self-discipline is a powerful, potent and priceless trait of successful people.  It’s a quality people admire and secretly wish they possessed. Your ability to develop self-discipline will contribute more to your success than any other quality, trait or habit. Your good looks, great personality and passion will carry you only so far. But self-discipline will take you across the finish line.

Self-discipline is the ability to take action in a situation, regardless of your emotional state. When you are self-disciplined, you decide what actions to take today to get the results you desire. You do what you need to do, whether you want to do it or not. Self-discipline helps you keep the promises and commitments you make to yourself and clients. You do what you commit to and see it through to the end. No excuses!

Many people in sales and business often say, “I’m just not disciplined;” “I was never one to see things through to the end;” or “I get started, but then something happens, and I get off track.” Those are the words of business owners who would rather make excuses than be disciplined and take action. Every time you make excuses, you choose to stay stuck in a never ending loop of famine and drought in your business. The moment your feet hit the floor in the morning you have a choice. Will I make excuses or will I make money today? The choice is yours.

Do you cringe at the idea of repeating an activity that you find difficult or doing a task over and over again in order to perfect it? Developing a skill that doesn’t come naturally to you can feel like a daunting task. You start the process but, inevitably, never see it through to completion because of a lack of self-discipline. The task may have become too difficult to persevere, so you give up. When you lack self-discipline, it’s easier to give up than to push through to the other side.

Discipline drives your actions, attitudes, behaviors and outcomes. When you lack discipline and don’t have a clear understanding of what you want, why you want it and how to get it, you will be met with a series of setbacks and disappointments. Your life will be filled with frustration, anxiety and failure. It doesn’t have to be that way.

Self-discipline is required to complete difficult, tedious, or unpleasant tasks and activities. Tasks and activities that require the most self-discipline are also the most rewarding, yield bigger results and have higher payoffs.

Never underestimate the power of self-discipline. It’s the foundation needed to succeed in any endeavor and is essential for increasing sales and growing your business. There’s no area in your life where self-discipline has greater impact on your future than in your business.

How is it that some people consistently manifest and turn their dreams and ideas into actions and achievements, while others dream, think and plan, but accomplish very little? Self-discipline! There is a huge difference between thinking and doing. Dreaming and thinking lead you nowhere. Doing the work and taking action leads to results. Self-discipline is for everyone. You, too, can learn and develop this hot commodity, but once you develop self-discipline, you must practice it constantly.

Albert Gray says, “The common denominator of success—the secret of success of every man who has ever been successful—lies in the fact that he formed the habit of doing things that failures don’t like to do.”

Stepping-up and taking responsibility for the quality of your life and the success of your business are scary and intimidating. You have to muster your inner strength and be disciplined to get things done. It’s like trading in your security blanket for a parachute.

Achieving sales success is the result of a foundation grounded in right attitudes, mixed with positive self-esteem and unshakable self-discipline. You can possess all the right skills and have a great product or service, but if you lack the right attitude, sooner or later, lack of self-control or discipline will sabotage your sales results.

Liz Wendling is the president of Insight Business Consultants, a nationally recognized business consultant, sales strategist and emotional intelligence coach. Liz is driven by her passion for business and generating results for her clients. Liz understands the challenges that business owners are facing building a business and selling their professional services in today's market.

Liz shows clients how to tap into and use their innate strength, power and confidence to develop highly successful businesses. She teaches them to create effective, dynamic and fluid client conversations that turn interested prospects into invested clients who keep coming back.

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Readers Respond

"Like" By Malachi O'Neill on 2013 09 23
Thanks for your feedback and kind words on my article. Liz By Liz Wendling on 2013 09 23
Great job Liz. You have described all of the great successful people in the world. As one person wrote, you don't have to be great to start, you just have to start. By George Tyler on 2013 09 23
Great article, thanks Liz! You hit the nail on the head! You can dream and talk about big ideas, but until you take action they will remain dreams and ideas. By Jed Gustafson on 2013 09 23
Wonderfully written Liz. The most successful people I know are such not due to natural ability, but due to Self Discipline and repeating 'success behavior'... esp the not-so-fun stuff. By Jim Janco on 2013 09 23
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