So over the past week, I attended a live training by Tony Robbins and Dean Graziosi in the KBB course I purchased from them.
This was actually for the KBB graduation ceremony, and during this ceremony, Tony Robbins came on to give us a few good ol’ nuggets of wisdom.
One thing Tony has always said is this:
“Success is 80% psychology, and 20% strategy.”
In other words, success is 80% about mindset, and 20% about the actual tactics of “how to do something”
I think this is one of the BIGGEST mistakes people make when they go to start a business or pursue a new endeavor.
I see it with beginner sales reps all the time.
They are way too focused on the tactics rather than the mindset of focus, cutting out distractions, getting hungry, and maximizing their resourcefulness.
Those things are the true qualities that make a successful person, whether in sales or anything else.
Grit. Determination. Tenacity.
Anyways, on this call, Tony shared a few golden nuggets of wisdom that will be sure to transform your life is applied and lived out.
This isn’t the first time I heard this stuff, but as Tony says:
“Repetition is the mother of skill.”
Specifically, we’re going to talk about the concept of controlling our focus.
“Where your focus goes, energy flows.” – Tony Robbins
So let’s dive into it…
This is the first thing we need to be aware of.
The interesting thing is that if you’re an achiever… (which you might be if you’re reading this blog)
Then you might have the tendency to actually focus on what you don’t have rather than what you have!
Tony says that the attendees of his seminars are mostly “achievers”
…and for achievers, they actually tend to focus on what they don’t have.
Actually it makes sense if you think about it, because by focusing on what you don’t. have, it creates the drive for you to go out and achieve more!
But the catch here is that while it’s helpful to focus on what you DON’T have in the beginning, here’s the drive to get started…
If you continuously focus on what you don’t have, it’ll be like hitting the gas one moment, and hitting the breaks another moment.
Basically you’ll be tripping yourself up.
For me, this was a big takeaway.
I had been so used to focusing on what I don’t have as a way of creating drive in me that I didn’t realize that was the SAME pattern keeping me from going to the next level!
It’s like what Einstein says:
“Problems cannot be solved by the same level of thinking that created them.”
By focusing on the things I already have, the gifts I already have, and the things I can offer other people…
I find it easier to go farther & faster.
So let’s move on to the second point of focus:
2. What do you tend to focus on: what you’re in control of or what you’re NOT in control of?
This is absolutely crucial is you want to have any amount of success in life.
This is true for sales or anything else.
One sure way to feel COMPLETELY overwhelmed and out of control is focusing on the things which you cannot control!
I’m sure you’ve heard this prayer, but I recently came across it again when Ed Mylett shared on his Instagram:
Grant me the serenity to accept the things which I cannot change,
Courage to change the things I can,
And wisdom to know the difference”
Hearing it this time around was so much more beautiful to me.
I’m sure we’ve all been there. We’ve caught ourselves focusing on something that’s not in our control.
You know what that’s like… and it’s not pretty.
Especially in a time like Covid-19 happening.
It seems like many of the things around us are outside our control!
But I’ve found that just re-shifting our focus to what we CAN control immediately gives us a sense of control & confidence.
This is especially important in sales.
(If you’ve been in sales for a while, you know exactly what I mean!)
There are SO many factors that are outside of our immediate control.
We’re dealing with human beings at the end of the day, and human beings can be incredibly irrational and emotional.
If you’re just starting out in sales…
Just know that this is an ability that you will have to MASTER.
You will need to learn to train yourself—to repeatedly refocus our attention on the factors that are within your immediate control, and execute on those.
Poor performers tend to dwell and complain about things that they can’t control…
…and as a result?
They stay there and do nothing.
But top performers on the other hand…
They focus exclusively on the factors that are within their immediate control and take action on those things.
And as a by-product, they create results and generate sales & income.
Learn to redirect your focus on the things that you can control.
And you will not only feel better… you’ll be that much more effective.
This is an interesting one.
Do you tend to focus more on the past, present, or future?
Tony Robbins says that a surefire way to create panic and depression in yourself is if you focus on:
- What you don’t have
- What you cannot control
- The past
Talk about a way to make yourself feel CRAZY!
He says the reason why some people get on anti-depressants and still feel depressed is that they focus on exactly those things!
What they lack, things they can’t control, and the past.
That’s one crazy combination.
Now for most achievers, because they are so focused on creating a vision, they tend to be more focused on the future.
This is effective and necessary, but Tony says that in order to be fulfilled,
You need to also focus on the present.
If you can focus on the present, and focus on the things you do have, that’s a recipe for joy & gratitude.
The past is not really a place you need to go unless it’s to pull a lesson learned.
One of the big takeaways hearing Tony talk about all this was to shift my focus from what I don’t have to what I do have.
It might sound like a difficult shift, but it’s actually a huge breakthrough for me.
Before it was like hitting the gas one moment and then hitting the brakes another.
By focusing on what I do have:
- What I have to give
- What I am already grateful for
- The blessings in my life
- The people and friends in my life
- The gifts God gave me
I’m able to keep my foot on the gas the whole time.
As far as the other two…
I already had most of my focus on what is in my immediate control, and the present & future.
Anyways, I hope you got value out of this post.
Remember that it’s the mastery of the fundamentals that creates greatness.
“Repetition is the mother of skill” — Tony Robbins
And to quote another hero of mine,
“I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced 1 kick 10,000 times.”
It’s the repetition that creates mastery.
If you enjoyed this post on mindset, and are just embarking on your B2B sales journey or are looking to level up your sales skills…
I created a 6-week course called The Sales Playbook.
It will teach you not only the foundational philosophies of mindset required to CRUSH B2B sales…
…but it will also the tactics and strategies ALL the way from effective prospecting to qualifying, needs development, building value, negotiations, and closing the sale.
As always, I’m interested to hear what you think, and if you have any requests for topics or content, please email me at [email protected] and I would love to hear from you!