Be Careful What You Focus On

[tconnor]

Increase Sales Tips #259
Be Careful What You Focus On

What you focus on, you will tend to bring into realty.

Many years ago, there was a study that was re-validated at a major university. The original study was done in Europe during the mid 20th century. The researchers wanted to determine if there was a relationship between expectations and outcomes. The result was called the Pygmalion Effect. In essence, it found that: what you believe will come to pass (expectations as a result of your focus) will eventually become a reality.

Let’s use a practical business example to illustrate this phenomena. Take yourself back to 1973, 1982 or 1991. For those of you under 35 you can even look back as recent as 1995 to find some similarities.

• Housing starts were beginning to decline
• Interest rates were starting to rising
• Lay-offs were beginning
• Unemployment was rising
• Businesses began cutting back
• The media focused on the negatives rather than the positives
• Negative word-of-mouth was increasing

BINGO…we have just talked ourselves into the beginning of an economic downturn. Why? How? The Pygmalion Effect in full swing.

Expecting negative outcomes changes your attitudes, actions and behavior. As a result, your outcomes match your expectations because you tend to:

• focus on what’s wrong
• concentrate on what you can’t do, rather than what you can
• talk about what’s not working rather than what is

Again, BINGO…

• your business begins to decline
• people buy less
• inventories build
• sales decline

Can all this be avoided? Is there anything we can do to stop this downward spiral? Is there anything each of us can do to limit the impact of this global thinking on our own business? The answer is YES. The economy has been ebbing and flowing (up and down) for over 100 years. During these down periods, some people survive, some fail and some prosper. What is the difference in these outcomes when everyone, regardless of the outcome, is operating in the same economic climate? The answer is what people focus on, expect, talk about and do.

Regardless of what is going on out there – the economy or market place – you and I can control what is going on in-here – our own mind.

Business may slow so I may have to:

• think differently
• act more creatively
• sell more aggressively
• work smarter
• think faster
• work harder
• get up earlier
• go to bed later
• react sooner

But, in the end, because of these actions, I will continue to get my share of whatever business is out there and beat the competition.

The opposite of this is a resignation that:

• there is nothing I can do
• it is out of my control
• the situation is inevitable
• I’ll just have to wait it out – hoping I make it through.

I refuse to turn my destiny over to:

• the economy
• government actions or decisions
• the weather
• or any other external circumstance or situation.

I am not implying here that we are headed for an economic upswing or decline during the coming years. I am not an economist. I am only asking you to consider the impact of your day to day thinking on your sales results.

[tracyho]

Thanks Tim, good inspirational tips & advise, will take note & advise others to think & work possitive when facing these situations,
May God bless You,
Wish you in advance " Merry Chrismas & Happy New Year 2008
Tracy Ho
Wisdom Getting Loaded