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executive sales coach Nov 10, 2021

Their is a big difference between “Knowledge” and “Wisdom” as well as “confessing” and “repenting” … all stems from why some people “know” what to do but others “execute?” Results are our steering wheel, directing us on which direction to go!

There is a huge gap today between what people “know” and what people actually “practice.” I was working with a group of real-estate sales agents and asked the audience, “Who here likes to go running?” Of the 200 people 10 people actually liked running. Of the 190 that remained, I asked, “Do you run even though you don’t like it?” Zero hands went up. It dawned on me that if you don’t like to do something like make “Cold Calls”, you simply don’t do them. If you like to run you will learn how to be really good at it. If you like to prospect you will want to get really good at it, too.  I also asked all 200 people who enjoyed prospecting,  3 hands went up, and it was the 3 people that made the most money.  The question remains, why are so many people in sales but don’t like it? 

So, I challenge you with this question, what has to happen for you to love what you do 40-60 hours a week?  Until you can answer that question,  all other questions are useless for us to reach our true potential.  I believe that we all have a gift, have you discovered yours? In order to master anything (results)  you must jump in with both feet.

So, how does someone become “wise”? Age does not guarantee wisdom; if it did then we would see many more healthy elderly people. So that being said, what you “practice” you become! Practice does not “make Perfect” practice makes “permanent” If you practice poor eating habits you will be unhealthy, even though you may know what is good for you. If you are playing tennis and you hit the ball in the net 100 times, you just learned how to hit the ball in the net 100 times.  My pastor asked me?  What does it mean to repent?  I said, “to confess your sins.” He said “nope” that’s just confessing, true repentance means to turn from your ways and actually change.

The results that you have are a direct reflection of what you are “practicing” on a consistent basis. So, why do some people love to run? They simply have reasons to support their choice and strategies that make them love it.  Do you love to prospect?

If you want to love what most people hate, (like cold calling), all you have to do is find someone that loves it and do what they do. The best way to “get motivated” is to be around someone that is already motivated.

To be wise you must think the thoughts of the wise ones, “practice” the disciplines that they possess, and you will become that which you “practice!”

If you are ready to step up your sales results, we invite you to join us for the Prospecting Mastery Class, we will show you how to love what most people hate, prospecting.

Prospecting Mastery outline

“If you don’t like something, change it.  If you can’t change it,  change the way you think about it.” -Mary Englebreit
Tamara will be doing a live Goal Achievement Workshop in Charlotte, NC December 1st from Noon-2PM. Click here for more information