First imagine an elephant that can fly (please try to suspend your disbelief), and that there is no knowledge of this ability by said elephant. Lo and behold, along comes a mouse with a “Magic Feather” that will let the elephant fly and it does.
Belief as a self-fulfilling prophecy is quite important and I believe in the “Magic Feather Theory” in many parts of life. Simply put, almost any system that is believed to work will work better than no system at all, because of the belief that it will work. However logic dictates that some systems are inherently better than others.
In sales we must believe that the way we are going about things will bring results. If not there is no reason to start. Believing in an inferior system is more likely to produce results than non-belief in a superior system.
Believe in what you’re doing and what you’re selling and things will work out. So what about the actual systems? ---- Part the Second next
(My apologies to Dumbo)
Who’s in the room? - We accidentally curate who comes to the meeting, who has a seat at the table where decisions are made. We almost randomly decide who is interviewing and be...