By Warren Greshes
As a professional speaker, I’ve had the unique opportunity to travel
the world and meet successful people from all walks of life. After
speaking with and surveying these people, I’ve come up with some traits
they all seem to share. The one I wish to share with you in this lesson
is: the ability to "See Yourself Successful."
Successful people
really believe if you can "see yourself successful," you can be
successful. If you can see yourself doing something in your mind, you
can do it. But if you can’t even see yourself doing something in your
mind, how can you possibly expect to do it in real life.
Have
you ever said to yourself, or heard someone else say, "I can’t imagine
doing that in my wildest dreams?" Well, if you can’t do it in your
wildest dreams what makes you think you can do it in real life? You know
as well as I do; it’s a lot easier doing this stuff in our dreams.
So,
see it! See yourself successful. What you’re trying to do is create a
picture of what you want your success to be in your mind. That is what
successful people do: they create visions.
Successful salespeople
and successful business people also create visions. First and foremost
they create visions for themselves. They create visions for both their
lives and careers. And because they’re able to create visions for
themselves they are also able to create and communicate visions for
their clients.
But, after all, isn’t that what you’re supposed to
be doing. Are you just there to sell them whatever the heck you can and
get out? Or are you there to help the client create a vision of what
they really want and need. Are you just there to sell them the first
thing that comes out of your bag, or are you there as a resource for
your clients, who is there to sell solutions to any problems they might
have?
Yet, how can you possibly begin to create a vision for
someone else, if you can’t even create a vision for yourself?
I
want you to think about a person you all know. I’m sure every one of you
knows an, "excuse maker." The kind of people who always tell us how
successful they could have been, but: "I never have any luck; I don’t
get the good leads; my manager hates me." We all know people like that.
Yet, even if those people were right about all their excuses, I would
still have one question for them: how come you still could not even see
yourself successful? Nobody stops you from dreaming and if you don’t
have good dreams, all that’s left are NIGHTMARES!
I am convinced
one of the single, biggest reasons salespeople do not do business is
that they simply give up. They don’t see themselves successful, they
only see themselves failing. So you know what they need? They need a
reason. So they start to pre-judge people to decide ahead of time why
they won’t buy. "Oh, she won’t buy from me, I’m sure we’re too
expensive;" "I’m positive he can’t afford to do business with us. Why
bother to ask;" "They had a bad experience with us a few years ago,
there’s no need to call again." It’s almost as if they reject the
prospect before the prospect rejects them.
So SEE IT! See
yourself successful; visualize it. Create a picture of what you want
your success to be in your mind.
About the Author
As an expert in the areas of sales
motivation and personal and professional development, Warren has
addressed corporate and association audiences all over the world. His
corporate clients include: Bridgestone/Firestone, Hewlett Packard,
Monsanto and Coca Cola. Warren has also spoken in front of some of the
largest and most prestigious organizations in the world, including The
Million Dollar Round Table, The National Association of Realtors and
Sales and Marketing Executives International. Visit his website at www.greshes.com
Copyright 2005 Warren Greshes
