If you think you have total control over the outcome of the events in which you are engaged, you’re kidding yourself. The most frustrated people in this world are control freaks that feel they have total control over their environments. This simple psychology will help you get through the disappointments and frustrations of sales: You cannot control the outcome of events, only your input. There are other variables beyond your control that influence the outcomes.
For example, you cannot control the outcome of your negotiations, only what you put into these negotiations—your preparation, the delivery of your message, and your follow-up.
You cannot make a customer buy, but you can influence their decision process. Other factors beyond your control will shape their decision.
If your customer has a company policy that demands they put out a bid for their business, you probably are not going to change their buying policies, but you can control how you approach their bid.
This simple psychological reality is not an excuse for a laissez faire attitude toward sales. In fact, it’s the opposite attitude: I must work hard to control what I can control and learn to flow with the rest. Before relenting to inevitable events, challenge yourself with this question, “Did I exert maximum control over the things I can control?” If the answer is “yes” congratulations. If the answer is “no” get busy.
Remember, you cannot control the outcome of your efforts, only your input.
To learn more about this author, visit Tom Reilly's Website.
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