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If You Believe You Already Know Everything

Some people believe they know everything they need to know.

By believing they know everything, they also believe there is nothing they need to learn. And because there is nothing they need to learn, it’s impossible for them to improve their results—at least until they are willing to give up believing they know everything and are willing to learn something new.

It’s starts with your beliefs.

You Won’t Change Your Beliefs

If you believe you already know everything you need to know, you won’t easily change your beliefs. And if you aren’t willing to change your beliefs, you aren’t going to change your results. Here is the uncomfortable truth: your results right now are the outcome of what you believe.

Your sales results are the outcome of what you believe about prospecting, what you believe about who are the right targets, what you believe about the value you create, and what you believe about your buyers.

Your income is the product of your beliefs about money. Your health is the outcome of what you believe about diet, exercise, and stress. Your relationships are the consequence of what you believe about relationships and about people.

Your beliefs drive your actions.

You Won’t Change Your Actions

You’ve heard this statement before, “If you keep on doing what you’ve always done, you’ll keep on getting what you’ve always gotten.” That’s a true statement, but it leaves out the fact that if you “keep on believing” what you’ve always believed, you aren’t going to change what you are doing.

If you won’t change your beliefs about something because you already “know” everything you need to know, then you won’t take new and different actions. And if you won’t take new actions, you won’t produce new and better results.

Breakthrough results—innovations—don’t come from doing the same thing you did before. Breakthroughs come from revolutionary beliefs and revolutionary actions.

What Do You Know

It’s okay to have strong convictions, especially when they are based on big principles. But as soon as you cut yourself off from the possibility that you may be wrong, that something else may be true, you eliminate your ability to improve.

Your ability to learn the new ideas and take the new actions that will give you breakthrough results begin with your ability to forget what you believe you know long enough to explore new beliefs and new ideas.

If you know that cold calling doesn’t work, then you aren’t going to be open to trying new actions and new approaches that might result in business. I know this. I am old enough to believe cold calling works, and flexible enough in that belief to have just booked an appointment using LinkedIn. Maybe you like to believe social selling is the only way to prospect, but are you flexible enough to believe something else—like maybe it isn’t the only thing that works?

If you know your clients buy on price alone, you aren’t going to be open to trying on a belief that says that clients want to buy on the value created, the difference between price and cost. Believing price is the only factors your dream client will use to judge you will cause you to sell as if that’s true. But are you flexible enough to believe that if you created more value and sold that value that you could command a higher price?

If you can’t try on a new belief, you can’t achieve a better result. If you already know everything you need to know, then you cut yourself off from learning, and cutting yourself off from learning is the fastest way to lock your results in right where they are now.

How long have things been how they are right now? What beliefs locked in these results?

Questions

Are your strongest held beliefs about big principles? Or are they beliefs that protect you from having take actions that make you uncomfortable?

When was the last time you abandoned a long-held belief?

When was the last time a new belief changed your actions enough to produce a better result?

Look at what you believe? How have your beliefs locked in the behaviors that have locked in your results?


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Comments

comments

  • http://mattiasgronborg.com/ Mattias Gronborg

    Thanks Anthony! Among the most thoughtful I’ve read this week. “Your results right now are the outcome of what you believe.” Powerful sentence! So the circle-process of changing your beliefs could look something like this. 1, Vision (Our goals) 2, Thought (Outcome of goals is thoughts, forms our beliefs) 3, Feeling (Beliefs create feelings, good and bad) 4, Action (Or non action, like you describe) 5, Results (We always end up with some kind of result) 6, Experience (From our result we form new experiences, new experiences change old beliefs). What do you think?

    • http://www.thesalesblog.com S. Anthony Iannarino

      I’m inclined to put vision after thoughts and beliefs. Too many people have beliefs that stunt their vision of the themselves. They underestimate their worth, and they underestimate their power.

  • http://blog.mdsuburbanhomes.com/ Ken Montville

    I continually struggle with this concept and I’ve heard it or read it many times.

    Changing beliefs is not as simple as you make it sound. I don’t wake up one morning after 56 years of life and, all of a sudden, believe I am a thin,healthy, energetic person. I don’t roll out of bed and think to myself, “Yeah, I believe making 50 cold calls today will get me some business!”

    Maybe that, in and of itself, is a belief – that beliefs don’t change overnight.

    Be that as it may, I have struggled with this “change your beliefs, change your life” concept f-o-r-e-v-e-r aka a long time.

    I like to think that I am open minded and open to change. Making that change isn’t as easy as it sounds.

    Just sayin’

  • http://twitter.com/CoachLee Leanne HoaglandSmith

    Anthony, the concept of Beliefs drive actions (Behaviors) generating results has been the core of essence of my practice for the last 15 years. To raise the BAR begins with your beliefs and this may not be easy. However by having crystal clarity surrounding those beliefs is the first step to changing them. Using positive belief statements or what others call positive affirmation statements support long term sustainable belief change. However as humans beings have incredibly long memories, a once removed belief can resurface.

  • http://twitter.com/profkrg Kenna Griffin

    Plus they’ll just be wrong. So sad.

  • Michael Q Todd

    That used to be me