We've all heard that saying about the proverbial glass of water a million times. It's a cheesy way of telling optimists apart from pessimists.
Pessimists see the glass as half empty, while optimists see the glass as half full.
But, is any of this really true?
Optimism vs. Pessimism vs. POWER
It's no secret that POWER holds the key to success in many ways. I talk a lot about having power over your prospect in selling. Napoleon Hill wrote about gaining power through the Master Mind principle nearly a hundred years ago.
And last night, I came across this powerful quote (no pun intended!) in Mark Cuban's excellent book, How To Win At The Sport Of Business, as it relates to that eternal glass of water:
"It's not whether the glass is half empty or half full, it's who is pouring the water that counts."
I couldn't have said it any better myself. It's not about how you see the glass, it's about who is IN CONTROL of the glass!
Are You In Control Of Your Life?
Are you in control of your life and your destiny, or do you leave that in the hands of others?
If you are, why? Your life and the direction that life is headed are the most important things in the world to you. But if you're not in control of it - if you're not the one "pouring the water," so to speak, you life will be out of control! And you'll land on whatever rocks the circumstances of life lead you to.
That reminds me of another quote. One of Napoleon Bonaparte's generals said, "Sir, the circumstances for the attack aren't quite right," to which Napoleon replied, "Circumstances? Hell, I make circumstances! ATTACK!"
Attacking The Circumstances of YOUR Life!
To win at the game of life, you need to be in control. You need to be "pouring the water" while everyone else sits around trying to decide if the glass if half empty or half full.
This isn't just about life - it's about winning at anything.
And that includes sales. Are you in control of the sales game? Or do you let others control YOU?
Guess what? Salespeople who are in control, who get power up front and keep it throughout all interactions with the prospect, get sales. They're the big winners in the sales game.
Guess what else? The fastest and easiest way to give away your power in sales is by cold calling. Cold calling sub-communicates to people that you are desperate, that you are in serious need of a sale, and the moment they pick up on that, they are in control!
They get to decide whether or not you get that sale. It gives them the power, and leaves you to their mercy. That's what so many cold calling salespeople don't understand: That all leads are NOT created equal, and that leads generated from cold calling have the absolute lowest closing rate of all!
Which leads have the highest close rate? The kind where people call YOU.
Stop fooling your time away cold calling, and instead, build a reputation. Learn how to use self-marketing strategies to get people calling you. When that happens, YOU are in control of the sale, and guess what, you’ll usually get the sale!
New York Times best-selling author Frank Rumbauskas is the author of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s top 30 most influential people online. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit NeverColdCall.com
Frank has been developing and improving company sales processes and marketing strategies for countless clients since 2003, and thousands have attended his sales workshops and seminars. When you’re ready to massively increase your revenue and greatly reduce sales force turnover, send Frank a message on LinkedIn.