Future You and Present You for Salespeople

If you missed the Sunday newsletter, you may not be familiar with the concept here. The idea is that you should allow Future You to make the decisions as to what Present You does with your time. Future You knows what you are going to regret doing, and more importantly, what you didn’t do. You are always choosing your future regrets, or you are acting in a way to prevent them.

Future You wants to reach your goals. If this is true, than Future You wants you to spend your time nurturing your dream clients, prospecting, and creating new opportunities. Future You believes that you will regret Present You not doing the work necessary to reach those goals.

Future You also believes that Present You puts the future at risk by avoiding the difficult conversations necessary to really help your clients. Future You worries that by avoiding those conversations, and the conflict that comes with them, you will lose deals—and more importantly, the relationship with your dream client. Future You is trying to prevent having to say, “I should have tried harder to do what was right instead of what was easy.”

Present You causes Future You all kinds of heartburn because showing up in the future as a consultative, strategic, trusted-advisor-type salesperson requires that you read, study, develop your business acumen, and pay enough attention to develop situational knowledge. Poor Future You believes that the time you spend in your inbox, on the social sites, browsing the web, and allowing yourself to be distracted from what you really want is forming a habit with a groove so deep you may never recover.

Future You has bigger goals and desires for you, but Future You needs the help of Present You to help bring those goals to life. Present You has the power to make Future You, but Future You has no power whatsoever over Present You. That means that everything Future You is going to be is the result of the decisions and actions Present You takes now. So then, let Future You decide what you do now.

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Filed under: Mindset

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