We all know that there are things we can do everyday to be performing better. Sometimes, however, it’s hard to do them. Here are five random thoughts and what you can do to make big changes this year.
Thought #1
Modern-day distractions can keep us from really connecting with each other. We are losing the ability to engage at a deeper and more personal level. Whether it’s an addiction to the countless apps on our smartphone, social media or mindless entertainment, we are losing a bit of our humanity in this age of sound bites, memes and hashtags. The result is more superficial engagement with the world, and less meaningful exchanges in real life.
What can you do? Put down your phone, get off-line and engage with your customers. Go to lunch and focus on them. To do this, you should practice active listening skills like eye contact, positive body language (lean forward, nod, etc.), clarification questions and the like. While you’re at it, do not interrupt or spend your time thinking about what you will say next. Make it about the other person. You’ll be amazed our your relationships will flourish with a more genuine connection.
If you really want to improve your life…do this at home too.
Thought #2
You’ve no doubt heard the advice, “face your fears.” How about embracing your fears? Author, philosopher and cancer survivor, Mark Nepo, says, “The courage to hear and embody…whatever crisis we face…opens us to a startling secret, that the best chance to be whole is to love whatever gets in the way, until it ceases to be an obstacle.”
What can you do? Look at what challenges you. Is there a big obstacle that is preventing you from being your best? Acknowledge it and then lean into it. Instead of running away, take control. But that may require taking a step back first.
I recently helped a salesperson overcome his fear of cold calling. He had a fear of rejection and was uncomfortable with what to do. In addition, he had a negative perception of cold calling because he did not want to come off like an annoying telemarketer.
I find that with most things we are afraid of doing, there is a real anxiety about failure or feeling inadequate. So in this case, we had our moment to step back. What exactly made him uncomfortable and how were his beliefs and attitudes impacting his behavior? Once we addressed these limiters, we were able to determine exactly what steps were necessary to master the skills and activities needed.
Thought #3
Stand out. If you are not adding value, you’re not doing your job. In a hyper-competitive world, how we distinguish ourselves is through the value that we add. That value not only creates demand, it creates loyalty.
The question then becomes, what is the value that you bring to bear that is different and better than your competition. And how is that value important and relevant to your customers?
What can you do? I teach my clients to determine their “Unparalleled Value.” And most of them tell me it’s one of the hardest things they’ve had to do. The reason, of course, is that it’s easy to be like everyone else. It’s not so easy to set yourself apart and provide value that others simply cannot. So take the time to really assess what you do as it relates to what your competition does and what your customers want?
Do you have something unique and valuable to add? From a survey from CEB, business executives reported only 14% of salespeople offered something that was both unique and beneficial. Once you determine your “Unparalleled Value” and are able to communicate it effectively, you will never look back.
Thought #4
When the going gets tough…you know the rest. Recent research in the science of willpower notes that we have a finite amount of willpower and that it is similar to a charged battery. This means that as our day progresses, we lose some of our fight…or discipline. But new research adds an interesting twist.
At Stanford University, Carol Dweck and her colleagues discovered that those who believed that their stamina fueled itself after tough mental exertion did NOT show diminished self-control after a depleting exercise. In contrast, those who believed that their energy was zapped after a strenuous experience did show diminished willpower.
What can you do? You must build your belief in yourself first and foremost. Do you see tough tasks as energizing or depleting? Think of a time when you felt like you could conquer the world because you were on an emotional high from your accomplishment. Use that and other experiences like it to rewrite the script in your head. By using challenges to invigorate you, you become more and more adept at handling everything that is thrown your way.
Thought #5
Taking responsibility is a very adult-thing to do in a world that doesn’t always seem to care. But it matters. Want to change your sales results? Want to change your life? Here’s a secret…take 100% responsibility for everything in your life.
We have a choice when we don’t succeed or meet expectations. We can take responsibility or we can make excuses. Excuses, also known as rationalizations, are easy to make. I can’t do it because…. If we are behind in our sales goals, we can easily play the blame game. I’m not where I need to be because the economy is bad, my best customer went with a lower-priced competitor, my boss doesn’t give me the necessary tools and support to do my job, etc.
What would happen if you no longer used excuses for your lack of results? What if you, instead, looked at yourself, as the one who controls your destiny?
What can you do? Eliminate excuses. Don’t play the blame game. When you are in a tough spot, figure out a way to work through it. Be proactive and push forward. Every morning, you can do what I do and repeat this simple affirmation, “I take 100% responsibility for everything in my life.”
It can be a bit sobering to step up and realize that you are the one in charge. When you eliminate excuses, you are forcing yourself to be accountable and you are reclaiming your own power. May the force be with you!
