We have spoken a lot about the emotionality of sales and the salesman. But sometimes we are too emotionally involved in our own lives and business that it overshadows what we must do. What I have learned from all my children is that we as people like to do the things that makes us happy. We started a new regime in our house that no games are to be played in the week. The reason for this is that they enjoy playing games, and we don't want to take that away from them, but if they are allowed to play games in the week, getting them to do homework or study always turns into a fight.
So, by taking away the emotionality of the fight did not necessarily lead to no fights about homework, but the focus is now on something else. I work from home, and realised that I am exactly like the kids. I wake up in the morning and switch on my phone and browse Facebook, after that I turn on the TV and catch myself sometimes watching a movie or sports instead of doing my work. Procrastination is our biggest pitfall, because we are drawn to things we like and make us feel good, rather than doing the hard things that we need to do to be successful.
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First things first:
Once we understand how we are wired, this changes how we perceive things. If I understand that I can easily start my day with things that I enjoy and makes me feel good, and that at the end I put off all the other important things, I can change that. We talk about the full person in motivation, but we can not forget about our habits. We preach to the kids to do the stuff they don't "like" first, opening up the rest of the day for things that they do like. When you wake up in the morning, do what you need to do first, send and answer the e-mails, get on the phone and make appointments and work on your presentation before doing anything else.
What this does is that it changes your brain to be more productive first and you feel in control of your business. Control and the feeling that you already did what needed to be done, gives you a feeling of success already, and it makes the other things that you enjoy doing, more enjoyable. Nobody likes that feeling while you are doing something you enjoy, that in the back of your head that you still have to do something.
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It needs to be done:
Every job that you do has some things that you can not ignore, otherwise you will not be successful. In sales, you need to phone, prepare, answer queries and prospect. There is just no other way. You might employ somebody to assist, but it is still your responsibility. If you take out the emotions and how you "feel" about the things that needs to be done, it becomes easier. Telling yourself how bad it makes you feel and how difficult it is, will not lead to it becoming "nicer", it will actually make you hate it more. If you see it as a means to an end and that it needs to be done, you just do it and get over it.
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Put it back in:
This is something that happens automatically, that when you have taken out the emotions, once achieved what you had to achieve, it comes back in the positive. Now you have achieved a feeling that you are successful, which puts the enjoymant back in your day.
"Do what needs to be done so that you can do what you love"
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