We all crave control. Not just in sales or business, but in every aspect of our lives. And yet life is frustrating and scary because so many things are beyond our control. Things like:
• The economy • What your competition does • Your prospect’s budget • The weather • Traffic • The stock market • Interest rates • Other people’s values, beliefs, and priorities • The past • The pace and scope of change • Whether or not your team wins the championship • Tax policy • Government regulations • The next generation • Crime • Natural disasters • Wars and other international conflicts
It’s easy to feel powerless in the face of so many important things we have no control over. And that sense of powerlessness can lead us to not try as hard as we should, avoid taking risks and making changes, and even completely give up.
The good news, however, is that there are far more things you have complete and total control over. Such as:
1. Your attitude 2. Your beliefs 3. Your thoughts 4. Your mood 5. Your enthusiasm 6. Your self-talk 7. How you spend your time 8. How organized you are 9. How you prospect 10. How much research you conduct on your prospects 11. The words you use 12. The questions you ask 13. How much TV you watch 14. The number of books you read 15. What you read 16. Your product knowledge 17. Your presentation skills 18. Your follow-up 19. How respectful you are 20. How courteous you are 21. How kind you are 22. How generous you are 23. What you eat and drink 24. How much you drink 25. Your exercise regimen 26. How much sleep you get 27. How much time you take off 28. Your social media activity 29. How honest you are with others 30. How honest you are with yourself 31. The number of sales training seminars you attend 32. What you listen to in the car 33. How often you ask for help 34. How often you solicit feedback 35. Your priorities 36. How often you step outside your comfort zone 37. Whether or not you take responsibility 38. How hard you work 39. The people you choose to associate with 40. The company you work for 41. What you wear 42. Your hygiene 43. Your grooming 44. How patient you are 45. How much negativity you expose yourself to 46. Your resilience 47. Your boundaries 48. Your gratitude 49. Your goals 50. Your planning 51. Your focus 52. How unquestioningly you believe what you read, see, and hear 53. Whether or not you learn from your mistakes 54. Whether or not you forgive yourself for your mistakes 55. How much you delegate 56. How much you trust people 57. Your response time 58. How you manage your finances 59. How much you network 60. How well you develop and nurture your network 61. Whether or not you ask for the sale 62. How well you deal with objections 63. Whether or not you discount 64. How you deal with stress 65. How open you are to learning new things 66. How judgmental you are 67. Which commitments you keep 68. How many risks you take 69. The kinds of risks you take 70. How quickly you adapt and change 71. Your perseverance 72. How much you listen 73. How well you listen 74. Your creativity 75. The amount you praise and compliment others 76. How much research you do before making a decision 77. How open you are to other people’s ideas 78. How much information you share with other people 79. Whether or not you smoke, vape, or chew 80. What drugs you take 81. How much you gamble 82. How often you dwell on your past 83. Your negotiation skills 84. Whether or not you get a mentor 85. Whether or not you work with a coach 86. How well you take care of the needs of those around you 87. Your mastery of technology
So take heart—while it’s true that there are a lot of things you can’t control, there are many more that you can. Ultimately, the person who has the most control over your life is you.
Don’t let the things beyond your control get you down. Focus instead on the items you do have power over and use that power. You have more control than you realize, and when you exert it, you will dramatically improve your results, your sales, your relationships, and your life.