THE MOLAR EXPRESS

Archive for December, 2009

So many of us believe in this that we’ve come to look on it as an old friend. It’s a tempting devil. It lets us avoid taking full responsibility for our own performance. This common fallacy is a destructive idea that I’d like to eliminate from your mind right now.
Having trained nearly a million salespeople in my national seminars, I’ve met a lot of strong individuals who are on the fast track. I’ve met with large numbers who haven’t put their foot on the lowest rung of their potential yet. And, sadly, many of these people never will climb very high on their potential’s ladder because they are firm believers in the myth of the natural born sales wonder.
The myth cuts two ways.
A few believe they’re naturals. That’s great for confidence but it’s often the source of raging overconfidence. When that overconfidence persuades people that they don’t have to bother learning to be competent like ordinary mortals, they trap themselves far below their potential.
Many more people believe they’re not naturals, think it’s hopeless to work at becoming competent—and trap themselves far below their potential.
“I’m just not a salesperson by nature. Wasn’t born with the golden touch like Joe Whizzbeau over there. If I’d been born with his wit, charisma, and bear-hug personality, I could tear ‘em up too. But I wasn’t, so I’m never going to make it big in sales.”