Art devotes Chapter 11 of AYCDIAYCD to his 40 year old “Do It” principle. There is probably something inside you that won’t let you be average and ordinary, which is one reason books like this get published and read. Most salespeople will still procrastinate before taking action, but a select few will finish the book and go “do it”. Everybody talks a good game, but all the good ideas in this and other books will be worthless if they are not acted on.
You are probably asking yourself what is the “it” in “Do It”? The answer is simply whatever it takes for you to win, and that’s obviously different for everyone because everybody’s circumstances are different. A book like this can make it easier, but no book can “do it” for you. In every sales room you hear reps that are winning talk about how they “do it”. They will all tell you something different when you ask them what their “it” is. Your “it” could be something completely different, but until you get sick and tired of being average and ordinary, you will never figure “it” out.
As you begin your journey to “do it”, consider the following:
Competition is the best thing that can happen to you. With competition, it’s a hundred times easier to motivate yourself to “do it”. The main reason world class companies are where they are is because there are lots of solid competitors that continually try to copy them and undercut their prices. As those folks do their job, they will help you stay focused on your “do it”.
Many people don’t “do it” because they never learn to deal with fear. Fear paralyzes and sucks up all your energy, draining your batteries and destroying everything in its path. Fear creates imaginary difficulties because most of the things we fear never happen, so quit imagining difficulties that you think MIGHT occur…chances are they won’t. Fear spreads like a disease; it multiplies and is sensed by those around you, making them think they should be afraid too.
Do you remember the book, Think and Grow Rich that’s been mentioned several times in this series? In it Napoleon Hill said, “Do the things you fear, and the death of fear is certain.” Make a list today of the ten things you desire to do the least, that will help your business the most, and then do them!
Here are 5 do’s for “doing it” that you might strongly consider:
DO adopt the “little but more” principle, meaning that you should do everything you are supposed to, and a little bit more; in everything!
DO pick one thing to go for, because common sense says you can’t be great in every area.
DO learn to be flexible since change is constant and the only way to grow is to realize and accept it.
DO find yourself a hero by reading biographies of people you would like to emulate; George Washington, Winston Churchill, Tony Dungy, “Bear” Bryant. Everybody needs some inspiration along the way.
DO always “play scared” realizing that “gotchas” pop up when and where you least expect them. You must be positive, but if you don’t “play scared”, you’ll eventually get caught.
Finally, don’t sit around waiting, because nothing great comes without a price. Don’t spend your time in your sales career just dreaming about “doing it”.
A lot of salespeople will try to “do it”
Many salespeople will want to “do it”
Lots of salespeople will almost “do it”
But winners will “do it”
What will they do? They do whatever it takes to get the job done!
I’d like to challenge you to Speak Your Mind if you have ever decided to just “do it”. Tell us what happened? Did you give up or push through and accomplish your goal? Thanks for sharing.
©2013 Robinson Training Solutions, LLC