I've told you about my personal slogan, Astound Yourself Today. I asked you to adopt your own slogan, and encouraged you to use mine.
Since then, it’s occurred to me that many people don’t astound themselves because when they don’t see immediate results, they get discouraged and give up.
For years, I’ve taught salespeople success is a process, not an event. Creating your funnel, making calls, tracking results, collecting business cards, attending networking events, even getting yelled at by a receptionist who’s having a bad day—it’s all part of the process.
The question is, do you trust it?
I learned years ago that activity always yields results. Always. If you’re not making sales, it’s because you’re not seeing people. Oh, I know. The economy and reform and blah, blah, blah… But I’ve had plenty of periods where sales were slow or nonexistent, and if you pulled my calendar, you wouldn’t see anything about the economy, but you would notice lots of white space.
If you’ve ever been in a contest based on calls made versus sales closed, you had a manager who trusted the process. In America, if you see enough people every day, you will most assuredly make a sale; even if you’re so bad that your presentation is, “You wouldn’t to buy any insurance, would you?” It may be a $10,000 term life policy on an 8-year-old, but you will make a sale.
Elizabeth Gilbert said, “To sit patiently with a yearning that has not yet been fulfilled, and to trust that, that fulfillment will come, is quite possibly one of the most powerful ‘magic skills’ that human beings are capable of. It has been noted by almost every ancient wisdom tradition.”
Gilbert wrote Eat Pray Love. I didn’t read the book. I didn’t see the movie. But any day that includes a Julia Roberts reference is a good day, so here we are.
Gilbert uses more words than I do, but she sums it up nonetheless: Trust the process.
People who consistently AYT have bad days, to be sure. They have moments when they want to quit, but what causes them to get out of bed the next day is that they trust the process. They know that even on the tough days, the process is at work.
I don’t want to go all caterpillar cliche or “success is a journey, not a destination,” but there’s truth to those old adages, isn’t there? We have to trust that the process of creating a new world is just as important as the new world itself. And the process is never-ending.
I could never cover all the elements of the process in a single column, but I hope this overview will spark some reasons for you to trust the process today. It’s the only way to Astound Yourself Today.