Hi, Rob here again with another post that all sales pros need to think carefully about…
Napoleon Hill, in his classic Laws of Success (pdf of chapter at link), discusses Accurate Thinking and how it is vital that we separate actual reality and facts from all the information that we are hearing, seeing and experiencing.
Often, we “believe” things that make it easier for us in the short-term, such as passing along a small lie in order to advance our cause. Other times, believing things that are not true can allow us to escape from reality (for a short time). Hill states:
“The accurate thinker deals with facts, regardless of how they affect his own interests, for he knows that ultimately this policy will bring him out on top, in full possession of the object of his definite chief aim in life…”
If we choose to keep blinders on and not act on real facts, then we are giving up a very precious commodity—time. Some situations will “come out ok” and others will not. By basing decisions and actions on reality rather than wishes and desires, we maximize our chances for success.
When Steve and I were recording CD1 of Selling in Tough Times* we spent some time discussing the importance of taking a brutally honest look at the job that you are in (or the business you run) and the industry that you serve. We talked about the critical importance of making an honest evaluation of whether it is in your long-term interest to stay on the same path, or to start making plans now to shift our focus going forward…
Especially in tough times…
Sales pro skills are HIGHLY transferable to other industries. Business owner skills are transferable to other products and services. Most people are in their present situation due to a random assortment of factors starting from their late teens, and can make a decision at any time to start working away from a bad situation towards a more vibrant future.
Ask yourself these questions and FACE REALITY:
1. Is the business/industry you are in suffering just because of the economy, or are there other long term warning signs?
2. How safe is your job? How safe is your business?
3. Have you eliminated all the waste and bad habits that accumulate during “easy times” and which will sink you in tough times?
4. Are you in a state of hope that things will improve? Or are you taking action to make sure that it will?
Have a great day soaring and hunting…
Rob
{ 14 comments… read them below or add one }
In life, we had better face the brutal reality. Nothing is more transparents than in sales. The numbers tell all except, of course,l the ways you get those numbers!
Also, thks for the link for Napolean Hill’s “Law of Success”.
John Ho
Numerology Expert Helps Understanding Personality for Better Influence & Persuasion
Very good time to revisit your choice of industry and your choice of partners. Also excellent time to build up your skill base so you keep growing while everyone else is pulling back.
Katie
Rob,
Thanks for the link to Laws of Success it is a great resource.
Reality is the the place we all better be if we plan to create and leave that creation to others.
“4. Are you in a state of hope that things will improve? Or are you taking action to make sure that it will?”
I think so many people get lost here.
Lynn Lane–>The Warrior Of Success
Great post! It is always valuable to re-evaluate our thinking.
Martin O’Connor
http://smallbusinessdesigncenter.com
The most successful people I know are brutally honest. They are honest with me and themselves. I agree with you 100% Rob facing reality is important.
Jose Escalante
http://www.joseescalante.com
Action is the protection we most need. There is a point where I noticed some people freeze. They can see the end of their job/home/etc coming…..but do nothing…overwhelm?
Keri Eagan
Alternative*Insight
Hi Rob and Steve,
TOTALLY looking forward to your recording package. And I absolutely LOVE The Laws of Success. Great habits, still ring true. Like selling in tough times.
Happy Dating and Relationships,
April Braswell
Single Baby Boomer Dating Success Expert
Rob-Steve
How true…
I am in the middle of a transition and used this approach… its made me change paths.. Great info!
Scott Payne
http://www.scottpayne.me
The part where you mentioned looking at your job and deciding if it was in your best interest to stay in that job or field, reminds me of a friend who worked in the stock market. He’s been out of a job for a year, he had a job only for about 6 months before that and had been out another year before that. He needs to change careers but he just doesn’t see it.
Lisa McLellan, Child Care Expert
Babysitting Services, Babysitting Tips, Babysitters, Nannies
So many times we look only into the past, when in reality we should look into the future to see what we need to do to accomplish our goals.
Robert Martin
http://www.carbuyinghq.com
Taking a realistic hard look at the situation we are in is essential to sales success. Before we can make workable plans we need to know what obstacles and opportunities are out there.
Steve Chambers, Body Language Speaker
It’s tough to accurately asses what opportunities are out there if you comefrom the frame that you create your own opportunities. At what point to you interject limitations? Should you?
Kate
Napoleon Hill is always a wonderful classic source of business knowledge.
Martin O’Connor
http://smallbusinessdesigncenter.com
Now is a great time for taking stock. It’s definitely helpful to take an objective view of things based on sensory information rather than judgements about that sensory information. Not always easy to ignore the bias’ in our unconscious filters though!
http://www.martin-wright.com
Strategies For Success