We have all heard the phrase ‘what you focus on is what you get’.

Using the well worn metaphor of the red car…

If you were to buy a red Mazda 3 because you like them (no affiliation here except as a past owner), you had seen a few around but not that many, and then all of a sudden you started to see them everywhere, that’s because your brain, to keep it simple, never needed to consider those red cars prior and so deleted them from your conscious mind. But they were always in your unconscious just waiting to be brought to front of mind at the right time – there was a lag time.

So if you begin to shift your thinking when it comes to new business opportunities (aka red Mazda’s) you will notice a lag time between your focus and when your results begin to occur or when the sales begin to drop.

I want you to be aware of this and the importance of hanging in there. I remember years ago, back in the days when interest rates were around 18%, I felt I had to sell my gorgeous house in order to survive because sales were lean and repayments were more than my base salary. I worked my butt off even though deals were falling over left, right and centre, but I hung in there. I simply believed and backed myself.

The lag time was huge but in the end I secured a FANTASTIC deal that saw my mortgage through for the next twelve months.

There are always going to be external circumstances that will get in the way but at the end of the day, YOU are responsible for your outcomes.

Sales per se, the economy, lost opportunities are never the problem – it is the meaning you place on them. What are the red Mazda’s you are going to start noticing and how will you make use of the lag time?

Be Bold, Brave and Brilliant

Bernadette McClelland is CEO of 3 Red Folders – a modern day saleswoman and keynote speaker on business growth, personal leadership and sales performance.

BIO: Business environments wanting to increase their revenue and profits, and differentiate themselves in a competitive market, ask for Bernadette McClelland because of her thought leadership on sales performance, her ideas on thinking beyond resilience and her fresh perspectives surrounding personal leadership skills — all designed to master the outcomes that matter.

Bernadette has proudly coached Harvard MBA students on their sales enablement curriculum, been the Master Asia Pacific coach for Anthony Robbins across twelve countries, authored five books on leadership and sales transformation, won a coveted Telstra award for Business Excellence, and continually shares her ideas around behaviour, the brain and business growth on stages in the UK, Europe, Thailand, India, NZ, Australia and North America.

Believing that sales performance is a leadership issue, you will also find her heading Melbourne’s human potential based sales performance consultancy, 3 Red Folders, as she navigates lead generation, message to market and digs deep into sales process activities with her clients in the mid-tier sector as well as founding ‘Women Who Sell’, an initiative designed to bring more women up to speed in their sales success.

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