YESTERDAY'S DREAMS
Don't Be Trapped By Yesterday's Dreams
Recently, a client did an incredibly courageous thing. She
announced she was abandoning a goal she and her family have
worked on for months. She's invested time and money. Her
family has been totally supportive and adjusted their
schedules and made sacrifices to help her launch her dream
of building a business around a new product she developed.
Last week, she announced, "I've changed my mind."
She wants to move in a new direction and do something very
different. People were surprised and confused. Family and a
few friends had worked hard, even invested some money, and
then out of the blue she announced, "Never mind."
In some cases, there was relief. She's blessed in that in
most people offered their support, but there is also an
understandable sense of "What are you doing???" There were
endless questions about "why" she would do that
From working with her, I know at least part of the answer.
The market, the potential and the need for her product
haven't changed. I think she'll ultimately sell the idea
for a substantial profit. The problem was that SHE has
changed and with that, integrity demands she go in a new
direction.
As we grow, our values, our goals and dreams change, but
sometimes we fail to realize it and let others know. In
college, we choose a major but a few years later, the field
no longer interests or challenges us, but now we have a
career we can't abandon. In business, we set a goal and as
time goes by, we or the market or business conditions
change, but we see no way to set a new course.
People become trapped by their own dreams, and that's a
tragic thing.
There's an old joke that "when you find yourself in a hole,
the first thing to do is stop digging!" But in real life,
that can be hard.
Over and over again, I see people "stuck" in jobs or
careers, in businesses or even marriages that no long serve
them, but they keep on "digging" because they can't stop.
They see "no way out." They feel they would be humiliated
or would lose "everything" if they changed course. Well, I
see it differently.
One bad habit many men (and women) have is that when we
fear we've taken a wrong turn or lost our way, we drive
faster! Rather than stop to ask directions, or turn around,
we simply hit the gas. In life, we "try harder." How silly
is that?
One of the smartest things you can do is to review your
goals every day. If the goal still suits you, re-visiting
it will motivate and excite you. It will remind you of your
priorities and keep you on track. That's why I encourage my
clients to write their goals on a 3x5 card every morning.
But there's a second advantage because you'll quickly
notice if your goals, your priorities or your direction in
life have changed. Clients describe the process in various
ways. Some tell me they just "don't want to" re-write their
goals, or they "don't have time." Or, they'll honestly
admit, "the words don't sound right anymore." That's one of
the most valuable things you can discover!
Sometimes, yesterday's goals no longer suit us. Sometimes,
we've changed our mind, or we've learned something that
demands a change. Sometimes, we've matured, or gotten a new
vision.
Now, obviously, sometimes we've simply gotten discouraged
or lost our nerve, and that's a different problem, but if
your goals have changed, have the courage to admit it,
analyze the situation and find a solution.
There might be some disappointment or confusion. Your
partners may feel let down or angry. Your family may be
hurt. Some may accuse you of being "unreliable" or
"inconsistent." But you, your most cherished partners, and
the world will be spared the heartache of watching you
chasing a goal after the passion has died.
Don't let yesterday's dreams become a trap! Regularly pause
to evaluate what you really want in life. Adjust your
direction and your daily routine to suit the "new you" and
move in the direction you truly want to go. A few people
might complain, or even call you "unreliable" but I
promise, in the long run you'll have a happier, richer, and
more successful life.
As Fall ends and you gear up for a busy, productive and
joyous holiday season, be sure you are pursuing goals that truly
matter.
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Quotes of the Week
"You learn in life that the only person you can really
correct and change is yourself."
-- Katharine Hepburn
"You never achieve real success unless you like what you
are doing."
-- Dale Carnegie
"The lure of the distant and the difficult is deceptive.
The great opportunity is where you are."
-- John Burroughs
"Know what you want to do, hold the thought firmly, and do
every day what should be done, and every sunset will see
you that much nearer the goal."
-- Elbert Hubbard
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Strictly Business: Knowing When to Say, "Next!"
There are two contradictory truths in selling. One is that
in many industries the great majority of sales come after
the fifth, eighth, or even tenth call, and the tragedy is
that too many sales people never make those "fruitless"
follow-up calls.
The second truth is that in other cases, sales follow the
"law of large numbers." This law says that if someone
doesn't buy after two or three calls, they will probably
never buy and successful salespeople know when to move on
and find a new prospect. In these situations, the best
salespeople make one or two contacts, give their best
presentation, then quickly learn to say, "Next!" They move
on without hesitation.
Which truth applies to you, your business and your
customers? Knowing the answer is critical to your success!
And what happens if you have to decide on a case-by-case
basis? Think about car buyers.
Some customers visit a car lot to dream or "kick the
tires." They are just looking and will keep on looking,
perhaps until their current car falls apart. Repeated
invitations to come back because we "just got a new model,
and it's your favorite color" are a waste of time. When
they are finally ready to buy (and who knows when that will
be?) they'll come in, negotiate a price and sign the
papers. They've been "looking" for years and they know what
they want. Until then, repeated calls make no difference.
Other customers, however, are ready and want to buy, but
need hand-holding. They want to be encouraged. They want to
be valued and they will respond to a second, third or
fourth invitation to buy.
Being able to "read" the intentions and buying styles of
individual customers makes all the difference. It's a skill
and it can be learned. If you are in business, you are in
sales. Get good at it.
Brian Azar 919-620-1551 salesdoctor.com