“You must learn a new way to think … before you can master a new way to be.”
That’s one of my favorite quotes from Marianne Williamson. Too few people in the sales profession know this incredibly valuable secret: that to create success in your business, regardless of your company, product, service, region, or experience, the single most important action you can take is to engage in Personal Development. This is your key to learning a brand new way of thinking.
If you entered the sales profession with no history or concept of Personal Development, years may go by before you take notice of its acceleration power. Or, perhaps when you do hear about it, you may confuse Personal Development with business development, such as learning more about sales and presentation skills, customer service, or subject matter expertise about your products or services. These are important areas to study, but it’s not Personal Development by my definition.
Let’s gain some clarity on what I mean by Personal Development. I’m not referring to spiritual books, although I read spiritual books and want you to do the same. I’m not referring to books on leadership, although I read books on leadership and I want you to do the same. I’m not talking about books that teach sales skills, although I read book on sales skills and I want you to do the same.
I’m talking about books that help you understand yourself, your thoughts, your habits. I want you to gain fresh awareness on what circumstances cause you to freeze in fear. What situations push the play button on that tape in your head, the one that recites long-standing stories of lack and disbelief? When do you feel paralyzed? What keeps you stuck?
Personal Development means working on yourself: your dreams, goals, strengths, weaknesses, and your willingness to step into your greatness and live your life to its full potential.
As I began my sales career, my mentors insisted I embrace Personal Development. I’m happy I took their advice. The first book I read was The Power Is Within You by Louise Hay, and her words made an immediate impact. For the first time, I became aware of my thoughts and my ability to direct them.
I suddenly understood that what I think about, I bring about, and this empowered me to design my life. I realized I could transform any area of my life, including my sales career, by shifting my mindset through the power of Personal Development.
With over two decades in sales, I’ve experienced many highs and lows of success. Yes, there were difficult times when I could have focused on all of the reasons why I should fail. But thanks to Personal Development, during those challenging times I was able to focus on all the reasons why I would persevere and create success. And as those cycles came to a close, I found myself back on top. These experiences changed my perception of what I’m capable of and what’s truly possible.
Change your perception of what YOU are capable of, and what is truly possible in YOUR life. A daily Personal Development practice will help you catch yourself when your thoughts become limiting, and offer you a fresh awareness so you can choose to respond in a new and more empowering way.