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A to Z of Sales – ‘Attitude’
A = 1 T = 20 I = 9 U = 21 D = 4 E = 5
A + T + T + I + T + U + D + E = %
“The successful person has the habit of doing the things failures don’t like to do. They don’t like doing them either necessarily. But their disliking is subordinated to the strength of their purpose.”
― Albert E. Gray
In other words…
“Successful People have Formed the Habit of doing the things that failures don’t like to do”
Think about that for a moment.
What do you think it is that holds you back from achieving your goals in life (not just in selling). I have met people in all walks of life who bemoan their lack of success, from musicians to sportspeople to businesspeople and of course salespeople.
I have worked with footballers in the second tier of the English game (the Championship) who have been envious and spoken in derisory terms about the top players in the Premiership and wondered what they had that was so different – and it wasn’t talent, anyone playing in the second tier of the national professional game is a very talented footballer. The difference is attitude. Attitude to practice, or attitude to technical improvement, or attitude to fitness, or attitude to their diet, or indeed their overall attitude to all or any of those things.
There are many people who have wanted to learn a musical instrument. For example, the guitar, I know many people who have started to learn, learned a few chords and the intro to a few songs and never got any further. What’s the difference between them and those who went on to superstardom and becoming Rock Gods, or to becoming professional musicians?
The difference in both of the above is attitude.
The same is true in business and in selling. Now, it may be that the intention was never to be a professional sportsperson, or a professional musician and so therefore it doesn’t matter, they were just hobbies, this also applies to your chosen career.
It may be that you are completely satisfied with where you are and what you are achieving. If you are, then I have no further advice than to carry on because; “Everybody’s current behaviour and attitude is perfectly designed for their current performance.”
But, if you do want to change and, therefore, presumably improve – take a look at the things you don’t like doing that may make you more successful.
In the case of the footballers, technical practice, fitness, diet etc. In the case of musicians, scales, arpeggios, rhythm patterns, finger strengthening exercises etc.
What is it for you? (I’m guessing you just thought of it and quickly dismissed it). Seriously think about it; is it your paperwork, is it prospecting, is it presenting, is it writing proposals, is it overcoming objections?
Whatever it is, think about how to get yourself focussed on becoming better at it, (we tend to do the things we are good at) even if you are not going to become adept at it, find a way to discipline yourself to at least tackle the things that failures don’t like to do.
Successful people don’t like to do them any more than failures do, but they HAVE formed the HABIT of doing them regardless.
So, to repeat… “Successful people have formed the habit of doing the things failures don’t like to do.”
Make a list of THREE things you could start doing that would help you be better at what you do?
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