When I interview sales people I rarely ask ‘can they’ as most people I interview have the ability to sell. The question I ask is ‘will they?’
Coaching sales people I hear all sorts of things.
I can’t bring myself to ask for the order
I can’t see us doing the job in the timeframe
My sales target is too high – it’s impossible
The economy is bad
There is not enough opportunity
As a child we are taught not to see limits. We try new things every day to the joy of our parents and relatives. There is nothing we can not achieve. But for some reason this period of belief comes to an early end and we are taught about limits.
Imagine what could happen if you freed yourself of all the imaginary limits you impose on yourself by using the word ‘can’t’.
The word can’t is an interesting word in that it is made up of the words ‘can’ and ‘not’, so it actually means you are capable of ‘not doing’ whatever you think you can’t do. When someone says ‘I can’t’ often what they are saying is ‘I choose not to.’
Here are some alternatives to can’t;
What would happen if I were to ask for the order?
What would we need to do to get this done in time?
What could I do to make this sales target work for me? or What sales target could I achieve?”
What could I do to help people take advantage of a poor economy?
Henry Ford is quoted as saying “Whether you think you can or can’t – you are right.”
Today’s question & action
This week, when you are faced with a challenging situation, or you are just feeling down, consider the words you are using.
Try inserting words like “Just suppose” and “what could I do” or “What would happen if”. You may be surprised how quickly you change you outlook.
