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I never have been able to understand why people can only see as
far as the need of the day in which they are operating. It
astounds me even more how these same people can be motivated at
all. On a day-to-day basis, the job of running a business,
selling, and hanging on to your clients can be tough.
When I talk to these nearsighted
people, I find them wallowing in their everyday problems. When I
ask them why they continue to operate this way, they give me a
strange look, as though there were no alternatives.
Knowing what you are trying to
accomplish by doing the day-to-day "grunt" work supplies the
motivation to continue striving for your goals. What difference
does it make on a daily basis what you have to do, if each day
gets you closer and closer to the end result? What difference
does it make if you are turned down or turned out by a
closed-minded prospect? What sense is there in spending today
"pouting" over what happened yesterday; or even worse, what
might happen tomorrow?
There is an easy way to stay
motivated. There is an easy way to guarantee your success. It is
by building a goals program. Goals keep you motivated through
the dark days when you feel like you're slipping and they
provide you with the peak experiences on those days when you hit
your target. They give you the reason to move through obstacles,
and not around them. They answer the question, "Why?" Goals do
not have to be glamorous or earthshaking. They do not have to
reach far into the future. They just have to be yours. Little
goals. Goals that take you through tomorrow, into next week,
next month, and as far into the future as you dare to dream.
But ... they must exist if you are
to be motivated to achieve. You can't find them in a "Goals
Store." You can't borrow them from your neighbors. You can't
send away for them from a catalog. Where are they? They are
locked in your mind. And how do you break them free? By ignoring
the chains you were given, by letting your mind's eye to soar,
and catching, on small bits of paper, the picture you see, even
if only for an instant.
And then, once captured, allowing
these small scratches on a pad to grow into the masterpiece
which is to be your future. You can do it if you dare to look.
© Sandler Systems, Inc.
Excerpted from Sandler's No Guts, No Gain!® training program. ©
2002 Sandler Systems, Inc. All rights reserved.
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