THE MAGIC OF MODELING…until 1954 no human being had ever run a sub four minute mile. Prior to that date, it was popularly believed that it was an impossible feat to achieve… no one had ever done it so why would that change? On May 6th, 1954, England’s Roger Bannister ran a mile in a time of 3:59.4 and set a new standard to follow. In the next 12 months the sub four minute mile was achieved by no less than 11 athletes…12 months! The sub four minute mile has since been accomplished hundreds of times. The current world record is an amazing 3:43.13!
So what happened? Why was it that for centuries no one was ever able to break the four-minute mile and then once it happened, literally hundreds of athletes have done the same thing? The explanation can be found in author Claude M. Bristol’s timeless classic, “The Power of Believing”. Bristol says that “when the human mind believes something can be accomplished… the probability of doing so becomes dramatically more feasible”. There’s every reason to believe that this theory holds true for the Sales Business. How could it apply to your results and your Sales career?
Here is your ACTION STEP…think about it this way. Think about your dreams and your aspirations. How feasible are they?… are they possible? It isn’t like you have to invent something that’s never done before. Chances are your dreams and aspirations have already been accomplished by someone else! Therefore, all you would have to do is mirror what they have done and you should expect the same results! This is called Modeling. It goes like this…you create the same circumstances, repeat the same actions, and expect the same results. Expand your mindset in sales, it all sounds so logical. Here’s three alternatives on how to do that…
Ideas on Modeling
1. Identify someone who is already doing what you want to achieve. Find out how they do it. Do exactly what they do and don’t change anything. No alterations allowed.
2. Research the marketplace, find a mentor and then buy their book, a series of CDs, training course, etc. and follow their instructions to a T. No alterations allowed.
3. Find someone who has done it before and hire them as your personal Coach. Do exactly what they tell you to do… have blind faith! Be 100% Coachable. No alterations allowed.
By now you have probably figured out that the key to successful Modeling is to employ a “No Alterations Allowed” approach. It sounds so simple… why doesn’t everybody do it? The biggest challenge is to not let your ego get in the way. Most people stumble into the “yeah but” mentality. “Yeah but” this…”Yeah but that…”. Things go downhill from there and they usually end up making a comment of this nature, “That might have worked for them but it doesn’t work in my environment… I think I’ll just keep doing things my way and hope my results will change”. This is dumb! The secret to success is to Model what others have done and stop trying to reinvent the wheel. The answer is right there waiting for you to pick up. Most people won’t do this…it leaves the door wide open for you! Go for it…No Alterations Allowed. NO Excuses.