I have seen countless individuals who had every scrap of necessary information, every byte of data possible, who knew they needed to take correct action, who still chose to do nothing. In business, we know what we need to do in order to be successful. In leadership, we know the behaviors and skills we must master and then demonstrate. In service, we know the processes we must follow and the communication style that we must portray. If we know all of that, then why do people still not do what they ought to do?
The answer may be a simple reference back to the basics of human motivation. You see, there are only two, yes only 2, human motivators. They are pain and pleasure. We avoid pain, or that which we perceive to cause, or even potentially cause, pain. On the other side, we tend to pursue pleasure, or the things that we believe will bring us pleasure. When there are two painful things looming in our minds, we will always go with the one that causes us the least amount of pain.
Let's take making sales calls as an example. When a sales rep is tasked with bringing in 10 new accounts, they can refer to the law of averages for selling. This would indicate that it will take 50 presentations and 250 phone calls for any average sales person to make the 10 new accounts mark. If the person has 10 weeks to accomplish this goal, they will need to make 5 presentations per week and 25 phone calls per week. That would be 5 calls per day and 1 presentation per day. When you look at the pain points, you can understand why some people simply won't.
The fear of rejection, whether real or imaginary, will often stop the bravest of souls from picking up the phone one more time. When people tell a person "no," it can be scary for them because of the way they define "no." If a person sees that as a person rejection, they will often fear it and avoid it at all costs. This means that having their spouse angry with them for not performing well at their job, or having a boss yell at them can be more inviting than having a stranger tell them no. The fear of failing at the task can sometimes even lead to the person not performing the task at all, thereby failing, but avoiding the rejection with failure.
The key to overcoming this hesitance to act on what we know is leverage. You must build the right leverage in your own mind in order to do what you know is necessary. In order to do that, simply write down all the negatives of staying in the situation you are in (not selling and presenting and calling). Then, write out all of the positives of accomplishing your goals. Once you have done that, then write out what you will feel like when you win, and then what you would feel like if you lost.
By taking a little time to write out the positives and the negatives, you can build enough pain and enough pleasure to move you to right action. If you are finding yourself not implementing the things that you know and know you need to do, then build leverage in your mind. I would encourage you to write the top 3 positive attributes of the successful you on a card and the top 3 negative attributes of not becoming the successful you on the opposite side of the card. Carry this card with you for 2 weeks. Read both sides first thing in the morning, beginning with the negative and then ending with the positive. Repeat this process in the middle of the day and then again right before you go to bed. Your subconscious will begin to change you into the new person you want to be.
Try it and let me know what you think. I believe you will be astonished at the positive results that you achieve!
To Your Success!
Jody N Holland
(806) 355-5567 office