In search of sales excellence
If you want excellence you need to start in the right place and then follow through. This text answers where to start. When you apply the principles described here and in other related blog posts, you'll find that current problems transform into stepping stones, and that the battle for success wasn't really where you originally thought it was.
There are two kinds of WHY questions. If you want to be successful, you not only need to ask WHY, but also the right kind of WHY. Should you ask WHY the wrong way your efforts will work against you and become counterproductive. Let's take a closer look at all this...
We've already pointed out how success might not be what you think it is. For instance, success is mostly quality, not quantity.
We've also clarified how most people tend to ask WHAT instead of first searching and scrutinizing WHY. Skipping straight to WHAT leads to a misplaced focus on having rather than becoming.
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With this in mind it's time to address what those "right WHY questions" really are.
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Every one of us is a public display of deep belief systems, and we cannot help it. Those are the facts.
Why the right WHY is crucial
Now, consider this: There are proactive and reactive WHY questions. Some WHY's seem to activate us positively while others tend to passify and depress. We're talking about positive and negative energy - how some activities seem to energize us through healthy reflection while others slow down or dull our momentum.
For instance, putting it bluntly, when someone we love dies, asking "WHY did this have to happen?" is likely to drive you into self pity and depression. A WHY of this kind is of course tempting to linger on, but it is of little help and to no avail.
A better approach might be to ask "WHY am I still alive"? Can you see how immediately this question brings us back to purpose? Can you see how it will make us search out positive meaning? Can you see how it will trigger subconscious activity that soon will inspire you back on your feet and running?
Of course, WHY is a process. In fact, WHY questions belong to the time-outs of life. Are you good at taking regular breaks to reflect on deeper questions? If you are, you'll find that it serves you well. Decide NOW to pull back for at least a few minutes once a day - slow down. It's the beginning of greatness.
Great things are emotional
If we have even just a tiny bit of ambition, what Brian Tracy calls "the belief that I can do better", then we'll strive to accomplish and somehow do "great things".
The conscious mind strives to do "great things". However, the conscious mind is logical and slow, seeking to logically work success. Remember, success is mostly emotional. But emotional results, the great things, are not controlled nor influenced mainly by the conscious mind. Emotions belong to the irrational and psycho--logical-- subconscious mind. The great things the conscious mind seeks to logically accomplish are emotionally accomplished by the subconscious. And what is it that trigger the emotions from the subconscious mind? It's so simple, it's almost scary: When you start the process of asking WHY - WHY in the right way. If there is such a thing as great things, then at least they are emotional.
"We can do no great things, only small things with great love." (Mother Teresa)
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