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Sit-Up or Sit Down

Written by: Brian Sullivan

Article Overview: �How the Power of Your Mind Can Change You, Them and Your Entire Company�

Sit-Up or Sit Down

Not long ago my eight year old son and I had some �quality time� horsing around on the carpet in front of the TV. I grabbed his ankles and said, �Let�s do some sit-ups.� He reluctantly and in an already limiting tone said, �Okay, but I don�t think I can do more than fifteen.� After he said this, I thought I would try out a little experiment. In this experiment I would agree with him that he probably couldn�t do more than fifteen, and then while he was doing his sit-ups I would make negative comments. I wanted to see what effect both his limiting attitude and then my confirmation of that attitude would have on his success.

�You are probably right, fifteen or more is a lot,� I said. He took a deep breath, put his arms behind his head, laid back and started. He came out of the gates strong but while he was doing his sit-ups, I would make comments like, �Wow, this looks hard. I don�t think you are going to make it. I thought you could do more. Don�t disappoint your father. Are you in pain?�

By the time he hit twelve, he was almost out of gas. As he attempted number fifteen, his cheeks had blown up like ripe tomatoes and with all his might he tried to pull his head up to his knees. After making it up about halfway he let out a yell and then fell back to the ground as if he was a balloon that had just been popped. Jake�s first words were, �I told you that I couldn�t do more than fifteen.� I then told him about my experiment. I told him I believed his negative attitude affected him only getting to thirteen. I then told him that I also thought the negative comments I was making while he was doing it also affected his ability to do more. He just looked at me like I was an overanalyzing freak.

Motivational Kool-Aid �

I then said, �Okay Jake, let�s take a rest and then try again. Except this time I think you can do better. After saying, �Dad, I can�t do more than fifteen, you said it yourself.� I asked him to try his absolute best. After joking around for a few minutes and a few laughs I asked him to try again. I then said, �Jake, I believe you can do 25 sit-ups.� After telling me to stop drinking the motivational Kool-Aid �, he said he would give it a go. We then played a game where we thought of words that were positive that we could use while he was in action. We came up with words like champion, success, winner, and of course, totally awesome (that one was mine). After Jake recited these words a few times, you could already see a change in his posture. His shoulders were upright, his lips squeezed tight, his eyes focused, and he was ready.

The Second Try

I then grabbed Jakes ankles as he flopped to the carpet and began. He came out fast and furious. About every three sit-ups I would say something like, �You are a champion. You are awesome. Jake is a winner. I believe in you.� As he blew by number ten, his eyes remained straight ahead and focused. As I continued my motivational words, he easily waived good-bye to number fifteen. I figured he only had a few more in him but the more awesome I told him he was, the more awesome he was. After hitting 31 sit-ups, Jake finally succumbed to the rug. But somewhere off in the distance I heard the theme to Chariots of Fire as I looked down at my sit-up champion.


Non-Scientific vs. Scientific Conclusion

Okay, so you probably won�t find that experiment in the New England Journal of Medicine anytime soon, but for me it proved two things. Jake�s attitude affected his posture both negatively and positively. And my attitude as his leader also affected his posture. I believe the positive attitude and the words I delivered as his leader while he was in action were like fuel to his mind and body. And while my carpet experiment doesn�t prove it, there are dozens of real studies that do.

Not impressed? Well if you�re the type that needs empirical evidence, look no further than in volume 72 of one of my favorite all-time classic journals called Psychotherapy and Psychosomatics (my wife believes I could use some myself). The journal contains a recent study that has linked negative emotions with lower immunity in the body. In short, negative people�s bodies don�t fight disease as well. That�s right. If you are grumpy, you are bound to get sick. If you are sick, your posture suffers. If you posture suffers, then your listening skills diminish. If your listening skills diminish, you stop learning. You stop learning in business, and you DIE!

So if you want to stay alive, and perform at the highest levels in business as a CEO, Operations Leader, Product Manager, Salesperson, or Administrative Assistant, keep a positive attitude. Believe in your ability to go beyond the fifteen �push-ups.� And if you lead or influence others, don�t tell them that fifteen is all you expect out of them. Inspire them, coach them and BELIEVE they can do more than they are doing now. And at the end of the year, don�t be surprised if your business is thirty-one sit-ups over quota!

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Article Tags: attitude, change in attitude, positive attitude, precise selling, sales training



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