Things Can Happen To You Or You Can Happen To Things

There is a thought in managing high-performance people. Losers let things happen  Winners make things happen.

In the beginning many people think they can’t do as well, but on examination they find they are missing some of the tools they need. Sales is one  field where the tool set is quite large. It is easy to find one or two that work and rely on them alone. While you can do okay that way, you cannot be a high performer.

There are too many others competing with a limited tool set. That kind of advice is a commodity and so not very valuable.

It’s like a plumber.

No plumber comes to your home with a pipe wrench, a couple of pieces of pipe, and a fitting or two. The plumber comes with a truck full of things. Specialized tools, common materials, rarely used material, and the ability to use any of them.

The first step is to assess the problem. Once assured of what’s happening and with a plan of attack, back to the truck and get the right tool and the right material. Then fix it.

With few tools, the problem or opportunity is never adequately assessed. Why not? Because  the solution must fit the available tools and material. That is limiting and if the customer has talked to anyone else more skilled, they will notice. Beware old advice, “If the only tool you have is a hammer, you tend to see every problem as a nail.” Abraham Maslow,

If you only have a hammer, at least be sure you have several kinds of nails.

The other part of success.

A lot of success is attitude. A sales person who recognizes that every day when they start the day they are unemployed. They must find work, over and over. That’s hard for many. But ultimately it’s a process. A number’s game. Learn some introductory techniques and try them until they are natural. Some are dead simple. I knew someone who had a 30-second interview for life insurance. It didn’t work every time, but it worked often enough.

  1. Do you have a will? Assume yes for this purpose.
  2. What does it say? Usually all to spouse.
  3. What’s everything? List of things
  4. Do you think they might like some money?

Be very quiet.

You manager may tell you about activity and that is important. You learn by doing it wrong so lot’s of mistakes help. What managers mean to say is activity is not valuable until you convert it to action. That’s where the tools, the techniques, and the raw materials come in.

Until you have the whole package things will be difficult.

The good news is activity => action is easier if you have more tools. One of them is other people who know how already.

The takeaway

Use any resource you can access

Make mistakes and learn from them The military does after action reports on every engagement. You should too. If you don’t write it down it might as well have never happened.

It’s a question of being acted upon or of acting. Thought for the day.

It had long since come to my attention that people of accomplishment rarely sat back and let things happen to them. They went out and happened to things.” – Elinor Smith

It’s mostl;y attitude to the challenge you face.

Get busy “happening to things.”

I help people have more retirement income and larger, more liquid estates.

Call in Canada 705-927-4770, or email

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