From Tom Hopkins – Master the Art of Selling
“Why don’t I do what I know I should do?” Ask yourself this question seriously
because the answer controls your future. Until you start doing what you know you
should do, you’re living under a law against success that you imposed on yourself.
Behind the question stands this problem. How can I cause myself to do what I
know I should do? How can I cause myself to do what I know I should do.
When you began your new business career (selling whatever you sell), what did
you have a big supply of?
Do you remember? Burning desire. Excitement. The feeling of “Watch out world
here I come. Now that I have this terrific opportunity in business, there is no
limit to what I can do.”
Then what happened?
Some months passed. You learned your product, your way around the territory,
how accounts are found, what the problems are. But, while you gathered knowledge
what happened to your enthusiasm?
It dwindled a bit didn’t it? But your product is still as fresh to new customers as it
was to you when you started – it’s just not fresh to you anymore. Your gain of
knowledge merely matched your loss of enthusiasm, and balanced your
performance out to about average – far below your potential.
Motivating yourself to do what you already know you should do is the main problem.
Why is this true?
Because what you should do is not what you want to do. If it was you’d be doing
Why don’t you want to do what you know you should do?
The reason you don’t do this, is that you are in conflict with yourself. This conflict
comes about because the push forward of your wants and needs can’t overcome
the push backwards of your fears and anxieties.
Wants and needs are motivators and everyone feels them. we’re also going to take
a close look at the de-motivators that everyone also feels. When you feel the
de-motvator, you feel fear or anxiety – which is why the de-motivators are so
powerful. they can dry your mouth, make your knees bang together and light a fire
in your stomach – or they can work in soft and subtle ways to kill your action.
Almost every success-seeking person has been torn by this conflict at some point
in their careers and most of us live with it all our active lives. Perhaps we can’t
eliminate this ongoing battle. But we can decide whether we’ll lose everyday,
loose usually,, win usually or win every time. We can’t of course win every sale.
But we don’t need to constantly lose out to our same old unresolved fears and