Weekly TKD Lesson

FRESH BREW FOR YOUR BRAIN

People don’t fail. Oh, wait. Yes they do.
Ever hear the old saying, “Failure is an event, not a person.” That
statement is half right.
Failure is an event AND a person.
The bigger statements are: Failure is avoidable. Failure is a
lesson — a hard one.
No one celebrates failure – unless you’re a Green Bay Packers fan and you just
beat the Minnesota Vikings.
No one goes into an event, a business, or a sales call expecting to
fail, or wanting to fail.
Yet failure occurs time after time.
There’s another old saying: Learn from your mistakes.
And another old saying: Never make the same mistake twice.
And another old saying: You only fail when you quit.
So much for old sayings. Let’s get to something new.
I read an article on the topic of “self-sabotage.” What a bunch of
bull that is. It’s not self-sabotage. No one in their right mind
will stop themselves on purpose. It’s stupidity or mediocrity that
stops you.
It’s lack of preparation.
It’s lack of execution.
It’s lack of experience.
It’s nervousness or fear of winning.
It’s getting too conservative when it’s time to claim victory.
Failure is never simple. It’s usually a series of events or
circumstances. A series of actions or inaction’s that end in some
form of failure – mostly self-inflicted wounds that were totally
avoidable and that end up with “blame” on the end of the stick. I
mean, come on, what fun is failure without pinning it on other
people or other events?
Here are 17.5 reasons that failure occurs:

1. Self-defeatist. Telling yourself why it won’t happen, not why it
will.
2. Lack of belief in your company, your product, or yourself. If
you don’t “believe,” you can’t convince others to believe in you.
3. Limited self-image. Needing acceptance without regard to
winning. Hoping they like you, because you don’t like yourself
enough to create your own self-confidence
4. Laziness. You lack the personal sense of urgency needed to
create it in others.
5. Failure to prepare. This is most evident in the presentation
phase of persuading or trying to get your way. Without preparation
you substitute winning for losing.
6. Failure to do your homework. Part of preparation failure is the
knowledge you must acquire about how your customer or prospect will
benefit and profit from your product or service.
7. Procrastination. A full brother to laziness, and a full sister
to failure to prepare, procrastination takes failure to an all-new
level. Putting off doing the homework it takes to be a winner –
both personally and in terms of the customer.
8. Poor timing. Trying to be there at the wrong time.
9. Saying the wrong thing. To the customer, about the competition,
about your company, about your product and, about yourself, is an
easy way to lose (and lose respect.)
10. Showing greed (money ahead of help). Trying too hard to close
the sale, and or
make your quota, rather than trying to help the customer profit or
benefit.
11. Insincerity. Most salespeople never get this one.
12. Inability to be perceived as trustworthy. Trust is something
that is earned through likability and believability. If you’re not
likable and believable, you’ll never gain the trust necessary to
succeed.
13. Failure to work your butt off. Many seasoned salespeople become
complacent, and get out hustled by a younger, more aggressive,
inexperienced salesperson. The most interesting part of this
scenario is that after they lose the sale on hustle, they blame the
loss on price.
14. Failure to follow your own plan. Salespeople tend to seek the
easy way and the fast way rather than the sure way. Cutting corners
almost always results in loss of business.
15. Trying to do everything yourself. You have a team of people, a
boss, and an army of customers, all willing to help you. The only
way to get their help is ask for it. It’s a sign of strength.
16. Making excuses rather than making sales. Excuses are not an
actual reason for failure; they’re the scapegoat. Here are a few
examples: Blaming your situation — the weather, the season, the
economy, your own company. In short anything but your inadequacies.
Blaming others – your customer, your boss, your fellow salespeople,
the competition, and anyone else you can pin the tag on, other than
the person you see in the mirror. Failure to take responsibility –
this is the backbone of failure. Once you, as a person, own up to
the process of succeeding or failing, you’ve started on the road to
responsibility. If you’re looking for the best example of failure
to take responsibility, listen to any politician. Blame and spin
are their main modes of communication.
17. Failure to do your best. Second best is first loser in sales.
Best requires commitment, focus, and dedication. In short, hard
work and smart work.
17.5 Not loving what you do. Nothing ensures failure more than a
lack of passion for what you do or a lack of passion for what you
sell. It’s evident in your effort as much as it is in your words.
The only good part about failure is that it’s an option. Something
you can choose or choose not to. Failure to do your best is making
a choice – the same with any of the other items numbered above. I
numbered them for your excuse making pleasure. To make it easier to
tell others why you failed.
And, notice I didn’t say “got beat on price” as one of the
failures. It’s one of the excuses – and a weak one at that.

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