Article 101

What You Know That Isn’t So

HOW YOU CAN "KNOW" THINGS THAT ARE NOT TRUE ABOUT SALES AND
MARKETING.... THAT KILL YOUR REVENUE AND PROFITS

This is a rant.

Dim wits can out earn those who are smarter and more capable.

No strategies today about generating more inquiries and closes. Just some observations about all those talented, capable, hardworking, caring business owners and salespeople who sell less and earn less than their significantly less talented, less capable, work less, less caring competitors.

How can this be? Let me share some thoughts.

First, dum dums can earn a lot of money simply because they are not smart enough to know all the reasons why they should pause, ponder and stop moving forward. Sooooooooooooooo.......................... they stumble forward where the more intelligent knew better than to tread.... and win big.

Am I advocating idiocy or reckless abandon in business decision making? No! But pointing out that much of what we "know" that keeps us from taking action or testing an idea simply isn't true... and costs us big time.

Let me offer two reasons for this.

First, there has been scientifically proven to be a direct link between Grandmothers dying and implementing change.

It's almost predictable. People are excited, determined and enthusiastic about the change process, right up until... things have to start changing. Than Grandma dies, pestilence spreads, locusts attack.. and the plans to change are shelved.

It's true. Grandma is OK so long as you think about change, come up with good strategies to change, and plan for change... but if you actually come close to implementing change... pick out the flowers.

Went to a seminar a few months ago and the speaker said something very true... and very scary. "You are where you are today because that is where you want to be."

Ouch. Think about that.

You are where you are today because internally that is where you want to be and you mold your external reality to be consistent with your internal beliefs.

We convince ourselves we want to change, but at the moment of truth... we don't and the years pass.

It's not that those less smart succeed because they are stupid. It's because they fear change less. Obviously, despite what smarter people "knew" about not implementing change or passing on an opportunity, was not true. Those "dum dums" knew enough and took action.

Second. What you know that isn't so is killing you. I have learned that people who believe the following are going nowhere. It's more productive to talk to a wall.

"I was kidnapped by aliens." Um... OK.

"My industry is different, my customers are different, this locale is different." Um... OK.

"Mail is dead. Nobody answers the phone. Email is useless. Nobody's buying. The economy is slow." Ya, right.

What you know that isn't so is crippling you.

Even though busy people with less money who also have crisis in their lives (who also aren't as smart as you by the way) are able to move forward, persevere and conquer...

... you cling to the no time, no money, not now, that wouldn't work for me mentality to stay overworked and underpaid.

Years from now you will sigh at the thought of "what could have been."

If you are not where you want to be... and there always seems to be some circumstance or event that keeps you from breaking out of your funk... accept reality and acknowledge that YOU are the only thing always at the scene of the crime.

It's not circumstances or events that keep you from getting where you want to be.. it's you. A scary and enlightening reality.

Challenge yourself. Stop clinging to the mind viruses that hold you back from the financial goals you deserve.

Find people who are where you want to be. Do what they do. No excuses.

Work with people who are experienced and will challenge your thinking. LISTEN TO THEM. Do something different. Change. If not, you are doomed.

As a coach and trainer of 20+ years I see people prepare and plan well who then vaporize at the point of execution... people who hire you because you are an expert then immediately reject every suggestion because they have no time, no money, they are different, or circumstances prevent it (Grandma died.) Um... OK.

But those who listen, who acknowledge that they were mistaken about their beliefs and have more to learn, and are not only willing... but desperate to make changes to achieve their goals... can win big.

Just in the past few months I have worked with an employee benefits rep who doubled his income in 60 days, an energy company beating it's head against the wall for new accounts that saw business explode just by learning one thing, a commercial real estate broker who went from treading water with short term low value deals to now
farming out his excess deals to two brokers... and a photographer who closed 2 accounts in 30 days using new strategies.

If you are willing to acknowledge that what you knew isn't true, listen, and change... you can achieve spectacular results.

Best wishes,
Scott Channell

Copyright 2005-2009 Scott Channell

Article 50	What You Know That Isn’t So
	by Scott Channell