February 2007
Expect to Win
At a networking lunch recently an attorney in solo practice said she was going to pretend she was working for a mean boss so that she would get more work done. Most of us working alone can relate to what she was saying. Without any accountability and with so many distractions it is sometimes hard to keep focused on the work you know you need to do.
Running your own business is a great laboratory for self discovery. I told many people when I first started my practice that I learned more about myself in 2 years of running the practice than I did in the preceding 50+ years.
Many people say that to be successful in business you need lots and lots of training and knowledge. Others will tell you need to be really gifted. Do you ever look around and see "less qualified" people who are very successful? How does that happen?
In the past I have written about the negative limiting beliefs that hold many of us back. Identifying the ones that affect you in your work and eliminating them is the first step. Those business owners who are successful are usually aware of the beliefs that limit them and keep them at bay.
There is one more kind of belief that is also important and that is the positive one. In order to be successful in business you have to believe that you are capable and deserve to win. More than that, you have to see your business flourishing. How in the world can you do that?
It starts by having a vision of yourself and your business. That means setting aside time each day to be quiet and to think about what success looks like and feels like to you. As you dream about it notice what you are doing, what is happening and how you feel. (Do you dream of that mean boss?) That journey in itself is the beginning of believing it can happen. Practice this frequently enough and you will believe it.
Why do so many people struggle to do this? I'll include myself here too. Unfortunately often I am too "busy" accomplishing tasks to stop and envision success. Does that happen to you too? Unless I put it on my schedule it doesn't get done.
Once at AT&T I picked up 7 contracts in a day for a total of $4Million+ business. For 6 months I had been working on answering the questions and objections of the two customers involved.
I had been really excited about that impending sale and constantly visualized myself picking up the contracts and announcing the mega sale to my manager. I could see in my mind's eye the big commission check waiting for me. I just knew that I was going to make those sales. I felt it in my bones.
It is that belief in yourself and in winning business that must be there for success to happen. The issue isn't about being the best in your field. You just have to believe you have a lot to offer. Sure there is a certain level of expertise you must bring to your business. Once you have that though then expecting to win, believing you can and seeing the business coming in are really important steps in the sales process. Someone can teach you how to make a sale step by step but you have to help yourself to have that positive belief that says. "I can do this and I will."
Take action
- What does success look like in your business (or job search)? Spend a half an hour each day in quiet contemplation. Feel the success in your body. Write down your thoughts.
- Make a list of the beliefs you have about yourself. Look at each belief and ask yourself if it is supporting you. Work on changing those beliefs that pull you down. As a coach I have helped many clients to change their beliefs. Call me if you want help in changing yours.
- Try spending a few minutes visualizing success before you make your next call to a client or a referral partner. Make the call with that feeling of success in mind and body.
- What you believe impacts everything you want to do. Read some
other articles I have written on beliefs and believing:
Believing the Plan - http://www.asparker.com/rts0803.html
Ten Beliefs that Must Be Overcome To Have a Meaningful Career - http://www.asparker.com/ppts0806.html