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The difference between “can” and “will” is measured in the difference between the result one produces and the result one is capable of producing.

Even without knowing what one wants, it is almost certain that any individual can do what they need to do to have it. When said individual does not have what they want, there is almost a guaranteed lack of will, i.e., they are unwilling to pay the price to obtain it. The lack of “will do” is present even when a person denies lacking the will. In fact, you are every minute surrounded by overwhelming evidence of this truth.

If you want something you don’t have, it’s because you have seen it. You have evidence that it is possible. You might even have noticed that the person who has what you want is not all that different from you, and they might even lack some of the skills, abilities, and other intangibles you already possess. There may also be a few who have what you want who didn’t have the knowledge or skills and had to pay the price to gain them before they achieved that thing you want. Either way, if they could do all those things necessary to produce some result, you can do the same. But the “can” isn’t what allows some to succeed where others fail. It’s the “will do.”

People who succeed at achieving any goal exercise their will, their “me management.” They will themselves to do what others will not, and that willingness is visible in the results they produce. Those who achieve any worthwhile goal pay the price to have what they want, and they pay it in full, without fail, and without complaint.

The willingness to pay the price in time, energy, and resources is what allows two people to produce wildly different results. The willingness to invest in the result you want instead of spending these resources on comfort and entertainment is how you achieve your goals. Your results exactly match your real goals.

The question is not, “Can you?” The question is, “Will you?”

Tags:
Sales 2018
Post by Anthony Iannarino on April 20, 2018

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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