Set the Sail

In the process of a career in sales, the same winds of circumstance blow on us all in an unending flow that touches each of our daily lives.

We have all experienced the discouraging winds of disappointment, despair and heartbreak.
Why, then, would each of us, in our own individual ship of life, all beginning at the same point, with the same intended destination in mind, arrive at vastly different places at the end of our journeys?
Have we not all sailed upon the same sea? Have we not all been affected by the same winds of circumstance and buffeted by the same turbulent storms of discontent?

What guides us to different destinations in our careers is determined by the way we have chosen to set our own personal sail. The way that each of us thinks makes the major difference in where each of us arrives. The major difference is not circumstance…the major difference is the set of the sail.

We all have disappointments and challenges. We all have reversals and those moments when, in spite of our best plans and efforts, the month just seems to fall apart. Challenging circumstances are not events reserved for the “New Hire””. The Top Salesperson and the New Hire have buyers who are difficult to deal with. The Top Salesperson and the New Hire have buyers who shop them. The Top Salesperson and the New Hire constantly face the same challenges that can lead to financial ruin and personal despair. In the final analysis, it is not what happens that determines the quality of our career, it is what we choose to do when we have struggled to set the sail and then discover, after all of our efforts, that the wind has changed direction.


When the winds change, we must change. We must struggle to our feet once more and reset the sail in a manner that will steer us toward the destination of our own deliberate choosing.
The set of the sail, how we think and how we respond, has a far greater capacity to destroy our results than any challenges we face. How quickly and responsibly we react to adversity is far more important than the adversity itself. Once we discipline ourselves to understand this, we will finally and willingly conclude that the greatest challenge in sales is to CONTROL THE PROCESS OF OUR OWN THINKING.

Learning to reset the sail with the changing winds rather than permitting ourselves to be blown in a direction we have not purposely chosen requires the development of a whole new discipline.
It involves going to work to establish a powerful, positive attitude that will influence all that we do and all that we become. If we can succeed in this worthy endeavor, the result will be a positive change in the course of our income, career and job satisfaction.

Vitamin A Attitude
B Belief
C Commitment /Courage – To ask for the business
D Discipline – To Follow the system
E Enthusiasm
F Fun

Make it a champion Day!

Brandon K. Hardison – Champion Strategies

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