If what you were doing was working, you’d already be getting the results that you want (or need). If what you were doing was working, you wouldn’t have to change anything. The problem most folks have is they want better results without having to make any changes—especially changes that would take them out of their comfort zone.
If Your Beliefs Aren’t Working
If your results aren’t what you want them to be, it’s likely that your beliefs aren’t working for you. You might believe that selling should be easier, that forces are allied against you, or that you are a victim. You might believe that you company should provide you with leads, that someone else should pay for your personal and professional development, or that you are somehow entitled.
You might believe you shouldn’t have to change. And if what you believed was serving you, you’d be right. But better results requires that shed your old beliefs and try on some new ones—beliefs that better serve you.
If Your Actions Aren’t Working
This is also true of the actions you’re taking. Or not taking, as the case may be. If the actions you are taking were working, you wouldn’t have to change anything. But if they’re not, then you have to change what you’re doing. If you are prospecting using only the singe method with which you are comfortable and not building a pipeline, you need to take new actions. If the way you are selling isn’t producing new clients, then you need to change the way you are selling.
You might not want to take new actions, and if you already had the results you need, you wouldn’t have to. Producing those better results require you change the actions that you’re taking—even if it means that you have to take actions that you aren’t comfortable with, don’t really want to take, or aren’t interested in learning.
Your beliefs drive your actions. Your actions drive your results. If what you believe now was working, if the actions you are taking were working, you wouldn’t have to change either. But if they’re not working, then you need to change them.
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Filed under: Sales