Business Times of Edmond, Oklahoma January 2020 - Page 26

BUSINESS MATTERS MIKE CRANDALL P rofessional G rowth S olutions Why Your Beliefs Will Hurt You in 2020! T he young salesman prepared for the meeting. As he pulled together the required information, sorted the files, made the copies, and confirmed each detail he grew in excitement about the opportunity to close the sale. His company had been pursuing this account for several years. He knew that closing this sale not only meant a large commission, but also very likely a promotion for exceeding the goal by so much. However as he prepared, he could not help but think of the fact he had not closed the last two opportunities he had and that the last time his company met with this prospect it went nowhere. It caused him to have doubts. The meeting came and went. The follow-up was done and nothing came of it. He found himself making lots of excuses; however, when the CEO brought in a consultant to dissect what happened they were able to figure out the one thing that went wrong. It was his doubt. There is an age-old statement that says, “If there is a doubt — the doubt will win out.” How often have you seen this happen? If you are honest with yourself it is more common than most people would like to admit. This all starts with our beliefs — what we believe we are able to accomplish. 26 January 2020 | The Business Times As Henry Ford once said, “If a man thinks he can or he thinks he cannot, he is right.” What most people do not realize is how this cycles inside of us. Beliefs are where it starts. The things we believe led us to make judgments. These judgments led us to take action (or to not take action). The action (or inaction) then fosters the result we are destined to have. Let’s look at how this happened with our young salesman. He believed there were reasons they may not buy from his company or him (his doubt). These beliefs led him to make a judgment that they may not buy. He then took action (or inaction) during the meeting that the prospect saw. This led them to decide not to buy, the result. We have no way to know what exactly happened to lead the prospect to not buy, however we do know that his doubt was where it started. Think about your 2019, how many times can you see where this cycle played out in your life? What beliefs did you have that led you to make judgments? How did these judgments cause you to take action (or not)? Then what results came from it? When you look forward to 2020 and think of the year you envision are your beliefs set up to help you, or set up to hurt you? These beliefs (bad or good) will lead you to make judgments, most of which are in our subconscious. The judgments will lead you to take action (or not take action); which will ultimately lead to the results. Your beliefs will help you, or hurt you in every aspect of your life — professional and personal. Whether it is increasing your sales, improve your closing ratio, lowering the amount of quotes/bids/proposals you do, shortening your sales cycles, improving your management ability, or developing better relationships with others — your beliefs are where it all starts. Only by understanding and embracing this will you be able to lead yourself to make 2020 your best year ever. MIKE CRANDALL lives in Edmond, Okla. He is a consultant, coach, trainer, speaker and author focused on the Subconscious Psychology of Human Interaction and Motivation. His firm specializes in sales, management and leadership development for proactive business growth. Mike is based in Oklahoma and serves visionary clients across the United States. He can be reached at Mike. Crandall@Sandler.com or at 405-844-1700. For more information, go online to www. customgrowth.sandler.com.