#990 Don't Trip Over Something Behind You

I begin each session with my coaching clients by asking for wins. Whether it is a group or an individual session, I want the participants to remember a few good things since the last time we met.

This is tougher than you'd imagine. Ask what's gone wrong during the past couple of weeks, and you'll get a quick count off the cuff, but ask for what went well, and folks have to rummage around for a minute or two to come up with something.

People, generally, tend to carve the worst of life in stone, while the best is ephemeral.

Psychologists tell us that we've evolved this way to protect ourselves. In our early existence, not remembering dangerous beings or situations could prove to be calamitous. Today we retain this habit though we aren't likely to be attacked by a wild animal or eat poisonous foliage.

It's OK to learn from our past. I don't advocate sticking your hand in the fire repeatedly, expecting not to be burned with each new attempt.

However, tripping over something behind you is entirely different. Not asking that attractive stranger out for a coffee because a previous attempt failed will render you lonely.

Not asking for the promotion because you were passed over before will leave you stuck. Failing to pick up the phone to seek new business will leave you broke.

I push the idea of remembering wins because I believe that we are building our confidence muscle when we do. That confidence muscle is the one that allows us to leap over past injustices and slights instead of tripping over them.

Try this yourself or with your team, and let me know how it goes.

Own your sales gene…