Today, we’ll continue our discussion about winning, but first, I’d like to encourage you to download your free copy of my new eBook, Authentic Selling: A Better Way to Do What You Do. It’s the companion book to our new sales model, Authentic Selling, and it’s now available at http://corsini.com/authentic-selling.
Now, the good news: Winning is infectious. The bad news: Losing is infectious, too. In my coaching business, I’ve found that once someone reaches $1M in sales, there is a greater chance they will do that again. If they sell $1M in back-to-back years, that becomes their minimum. And best of all, they have established the habits of a million-dollar producer.
On the other hand, if someone has sold $250K in the past four years, they will believe that $250K is the norm, and it becomes the probable outcome for their future. This person has the habits of a $250K producer. The hardest thing to coach is to get someone to believe that they can achieve something they have never achieved before. Not only does it involve faith, but also it means changing the habits of a $250K producer to the habits of a $1M producer.
Coach Paul “Bear” Bryant said, “The first time you quit, it’s hard. The second time, it gets easier. The third time, you don’t even have to think about it.”
I’ve found that if someone has the confidence that they can sell $2M in a year, then they look at losses as mere setbacks—something they can and should overcome. If they only have the confidence to sell $250K, then they will see those same setbacks as roadblocks that will stop them from winning.
I’ve seen this time after time, and it is so challenging to raise people’s expectations of themselves when they don’t have the confidence to hit a big goal. Henry Ford put it this way: “Whether you think you can or you think you can’t—you’re right.”
What is your own outlook? Do you have the confidence to go for the big goals?