Do the Right Things and the Right Things Will Happen
"Do the right things and the right things will happen," they say. And along those same lines: "You are what you do every day." I believe there's a lot of truth to both these phrases; but after a couple frustrating weeks of little to no sales, I had an epiphany of sorts that I'd like to share with you. These two phrases are actually incomplete. Let me explain….I didn't sleep well on Friday night. All kinds of excuses were running through my mind as to why I wasn't making any sales: I don't have the resources I need; I don't have the training I need; this is a tough product/service to sell; etc. But no matter how many excuses I came up with to explain and justify my lack of sales, my problem remained unsolved. I was still lacking sales. As a result, I still felt unsettled.
On Saturday morning, I drove over to Tim Hortons to buy myself a coffee; and then I drove over to Glenmore Park. I found a quiet bench where I could sit and enjoy my coffee while I communed with nature. I changed my focus from finding more excuses to finding a solution. Inside my mind, I quietly asked the question, "What do I have to do to turn this around so that I’m feeling better about things again and seeing the positive results I desire—increased sales?"
Shortly after that, the epiphany hit me in a series of thoughts. It sent shivers running up and down my spine and put a huge smile on my face. My mood was already elevated just from receiving the answer, even though I hadn’t actually taken it and applied it yet….
- The first thought to come into my mind was:
I just don't understand it. I'm doing all the right things, so why isn't it all connecting properly? For the past couple of weeks, all I've done is leave voice mail after voice mail after voice mail followed up by emails. I’ve found it all quite painful, to be honest. How am I supposed to make a sale when 90% of the calls I’m making result in nothing more than voice mails and emails? It’s a lot of hard work (mental strain) for not much return. It’s a ridiculous waste of my time unless I can talk to someone.
- The very next thought to enter my mind was:
Every time I pick up the phone, the first thought that comes to me is, “This is painful. I’m not even sure how I’m going to word this, or how I’m going to handle their objections. Quite frankly, I hope I get a voice mail. Then I won’t have to deal with the objection at all. If I follow up with an email, I’ll be able to give a full, uninterrupted sales pitch without having to deal with objections.”
- And then this thought came to me:
Holy shit! I’ve been getting exactly what I was focused on, haven’t I? (Which means I’ve been successful in a strange sort of way, doesn’t it?) I was unconsciously praying for voice mail each and every time I picked up that phone out of the fear that I may not be able to properly handle an objection. The result? 90% of my calls ended with me leaving voice mails. My focus, over these past two weeks, was to postpone failure rather than hope for success.
- The final thought to come into my mind was this:
I haven't always gotten what I've wanted, but I've always gotten what I've focused on. Always have. Always will.
If I want to turn this around, all I have to do is switch from a fear-based focus on what I don’t want to a more hope-based focus on what I do want (while I continue doing all the right things I've been doing); and then my external results will change for the better. I’ll be successful at what I want rather than being successful at what I don't want.
On that note, I believe the above two phrases should read more like, "Think the right things while you do the right things and the right things will happen," and, "You are what you think and do every day."
As I look back on my fifteen-year sales career, I can see the absolute truth to this thought process. I can see the difference in my thoughts and actions during the times I was successful versus the times I was struggling. It just wasn't a conscious thing before today. But it's crystal clear to me now.
For the first time in a while, I'm actually excited to get on the phone! Can hardly wait for Monday! Lol!
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Posted by Kim S. at 10/3/2010 10:36 AM 
Categories: The Book Business, Sales and Marketing, The Creative Process
Categories: The Book Business, Sales and Marketing, The Creative Process
Smiling for I went through the same issue and came to the same conclusion--though for me it was taking a day off and walking in nature.
Thanks for putting it into words--I'm sure we are not the only ones that have gotten into this pickle.
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ABSOLUTELY! I have been out of work for 9 months, I've made a small office in the house that is just for my job hunt. I make sure that I do not even enter that room unless it is with a positive focus that this could be the day, a better job than my last could be the very next one I apply for, the very next call I make. I have proven this truism to myself time and again. I just sold my first novel series, and when I sent out the query I thought, "Maybe this is the one that will make my first sale!" And it did. Mind you I put a lot of work and study and writing in back of that faith, but the faith, I believe, is the essential key. The power of the mind to create what we want, what we desire is absolutely astonishing. I live in the house with the view with the amazing family to prove it. I learned this lesson from Napoleon Hill's "Your Right to be Rich." I'm rich in many, many ways, even if the monetary has lagged lately, that will be ending soon as well, I'm sure. His last principle, which he calls "Cosmic Habitforce" is exactly the principle you've described. It is the most life-changing research I've found, and it is the basis that everyone else quotes from Gitomer to Robbins to Nightingale.
Grab the bit and go for it!
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Very, very timely Kim. We all reach this space at points in our journeys and the time comes to refocus. Your words are the encouragement required to pick up and get going. Often I find myself hoping the book will go away but earnest prayer brings me back to the keyboard and renews the original desire to succeed.
A great posting, thanks
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I thought I would give a quick update on my results after changing my focus this week. Yesterday, I actually spoke to 65% of the people I called. Last week, I was only able to speak to 10% of the people I called, and the rest of the calls resulted in voice mail. A 55% improvement in one day! (Which, by the way, resulted in one sale! Yippee!)
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I won't do this every day ... but I thought it was worth giving one more update. Two more sales today.
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Kim, you're so right. Try reading some Joseph Murphy or Napoleon Hill books. It's all about what you focus on. Think good and good will happen!!!
Billie M., Minneapolis
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Not just "Think good and good will happen." This is important. Thinking is only half the equation. Doing is the other half. And both halves must be focused in the same direction simultaneously in order to achieve the whole result of the intended focus.
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