What You Believe Is What You Will Achieve It’s imperative for salespeople to maintain a positive outlook to make it through this season of unforeseen circumstances. Perception and belief is going to play a big part in how we navigate the unknown so believe that success is still achievable. Donald believes it’s possible and shares his thoughts about how to make it happen and what could potentially hold us back. In this episode Donald will be discussing limiting beliefs. These beliefs, ideas, and philosophies can come from many influences including a boss, team members, family, and many others. Sometimes, because we’re listening to all these outside influences, we fail to see that everything we hear here doesn’t always reflect the truth. Your actions may reflect what you’ve been told but they don’t always lead to success. We have to be careful of following so blindly that we are no longer true to ourselves. Let’s go back to the beginning Donald started out his sales career in business development, selling software with zero knowledge about how to sell to corporations. He didn’t know what you weren’t supposed to do. Despite the lack of experience, however, Donald still saw success but there was still so much he needed to learn. Donald’s performance started to decline when he got wrapped up in all the training and advice people were trying to offer him. He was told when to call and when not to call, how he should conduct his business, and on and on. He did what he was told but eventually stopped doing the activity as it rang true for him. Stand for your beliefs Donald shares the story of a gentleman named Cliff Young, a 61 year old Australian farmer. Mr Young accomplished an amazing feat which was winning a 544 mile race. He wasn’t an experienced runner but heard about the marathon and decided he wanted to participate. Leading up to the race, Mr. Young didn't eat the proper diet, he didn't have the proper training, and he didn’t have the right clothing or shoes. Cliff Young just showed up at the marathon looking like the farmer he was and was ready to race. When people asked Mr. Young why he was racing, he told them he’d always wanted to run a race but there had never been a perfect time. That year, at 61 years old, he was finally ready to go. Cliff Young didn’t know that in ultramarathons runners would typically run for 18 hours and then sleep for six hours. When Cliff Young started to run, it was called the Cliff Young shuffle because he literally just shuffled as he ran. While others were taking their breaks, Cliff Young kept on running. He ran for five and a half days straight and won the race. At 61 years of age, he wasn’t tainted by the beliefs and ideas of the “experts.” He did what he thought was the proper way of doing things and took action. This strong mentality helped him win. Roger Bannister showed the same spirit. He didn’t listen to the leading medical experts of his time who said he wouldn’t be able to break the four-minute mile. They all thought that if you ran for four minutes straight, the heart would explode. Roger proved them wrong. Don’t get wrapped up in others’ beliefs We have to be careful that in listening to others, we’re taking on their own limiting beliefs. As a salesperson, it is your job to sift through all the opinions and only take action based on what works for you. Donald’s coach told him he’d get a lot of advice from all the people he would encounter. This group would even include people he loved, respected, and cared about. Despite these relationships, however, the advice offered needed to be treated the same way you’d shop for food at a grocery store. Examine each one and see if it’s something you’re going to put in your own cart. If not, it’s...

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