When I first began publicly speaking eons ago, I remember hearing Zig Ziglar say in an interview that he doesn’t get nervous when speaking, he gets excited! As my name was called to the podium, I kept saying to myself, ‘I’m excited! I’m excited! I’m excited!’ When my speech was over my boss said to me, “you sure seemed excited”. I guess my excitement was too much!
Stories can help or hurt
The stories we tell ourselves can help us or hurt us. In order to overcome my fear of speaking, I told myself a new story…to be excited! Although that speech didn’t quite work out as I had hoped, it did cement my belief in the power we have over the stories we tell the mind.
The stark reality is no matter what your role is in life, there is a direct correlation between your self-esteem and performance. Think about this….You will consistently perform to the exact level of your self-esteem.
What’s does your self-esteem look like? If you saw my video in issue #213 Sales Pearl newsletter, I asked the question, what do you do when no one is looking? Are you doing the activities to move sales goals forward or do you often decide to take a few hours off? When you feel bored, do you abandon the sales activity you’re working on, or do you discipline yourself to finish the sales day strong?
Brian Tracy says, most people quit in the middle because of boredom. It’s in the middle of the goal, or middle of the month or middle of the day that the boredom of making more calls or going to the gym or moving to the next sales activity that causes people to abandon what they should be doing when no one is looking. So here’s the question….
What do you do when no one is looking?
By the time he retired at Rio 2016 at the age of 31, Michael Phelps had collected a total of 23 golds, three silvers and two bronzes at the Olympics, a record-breaking haul that looks unlikely to be bettered for many years to come. (source)
At 5:00 am, Michael Phelps was in the pool practicing when no one was looking.
Michael Jordan, an NBA Legend was described by Magic Johnson
“There’s Michael Jordan and then there is the rest of us.” (source)
Michael Jordan practiced shooting way into the night when no one was looking.
Do you think that Michael Phelps and Michael Jordan became bored with their practice drills? Of course, they did! But they knew this one thing: the practice drills were necessary if they were to perform better than average.
I’m sure you’ve heard people say, ‘he was born talented’ or ‘she was born to be a singer’. Andrea Bocelli didn’t wake up one morning and sing a perfect aria. As the Michael Jordan story goes, he was just an average basketball player. As many salespeople come to me for help, they’re just average in selling and want to become better at selling.
So how did Michael Jordan, Michael Phelps, Andrea Bocelli, and the top salespeople become the best in their profession? It’s what they did when no one was looking. The endless hours of practice drills, overcoming the boredom, being committed to the practice process, the dedication to squeezing out every minute of their day focused on improving, learning, developing, and executing.
Are you the type of salesperson that elevated to a certain level and accepted it as ‘this is as good as it gets?’ Have you stopped learning because you believe you know all there is about selling? If you’re reading this, chances are you have NOT stopped learning! However, many I have talked to and coached stopped learning, growing, and developing their skills. Why? Sometimes it’s ego. Sometimes it’s apathy in selling. Sometimes it’s the stories they tell themselves like I’m too busy or I hear this quite a bit..’ I don’t like to read.‘ These are excuses and excuses are a direct result of our self-image. A fixed mindset will gladly allow you to procrastinate, and make up all kinds of excuses in order to keep you right where you are.
What do you do when no one is looking?
Again, what do you do when no one is looking? Your self-esteem will be hurt or helped by this choice because self-esteem is your internal appraisal of yourself as a person, sales professional, husband, wife etc.
Don’t confuse having high self-esteem with ego. High self-esteem actually decreases ego, because your self-image is strong and capable enough not to seek attention or approval. This keeps neediness in check. If you missed last week’s article, read it here: How to Avoid Being a Needy Salesperson. 3 Steps
There wasn’t someone standing over Michael Phelps every morning to get him up for his 5:00 am practice. Michael Jordan’s coach didn’t tell him to practice until late into the night. Both Phelps and Jordan did it on their own out of a commitment to be the best.
Under Armour launched an ad campaign in 2015 called “Rule Yourself”. (Source) One ad featured Michael Phelps which is one of my favorite motivational videos. At the end of the video, it says
It’s what you do in the dark that puts you in the light.
You can watch it here.
What you do when no one is looking will either add to your success or detract from it. Only you and your self-esteem know.
As your mindset coach, you’ll learn new ways to think about selling. Be the Difference! If you’d like more information about transforming your mindset to a selling mindset, then contact me by filling out the form below and tell me specifically how I can help you. Why not take advantage of a 30-minute complimentary consultation. Fill out the form below or go to my contact page.
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