Recently I wrote a blog title People will ask you "What is the Secret to your Success?" In that blog I gave really easy path to fantastic sales success but my guess is that if 100 sales people read the blog then maybe one one (1) - one- has analyzed what I wrote and has implemented the idea.
So I will turn the page and ask why sales people fail? There is a wonderful book Sleights of Mind written by a Neuro Scientists about why most magic works. The book reveals what the neuroscience of magic reveals about our everyday deceptions. The book can almost boil down to this - You cannot do more than one thing at a time. A magician can use physical or verbal manipulation completely obvious in front of the spectator and the spectator will miss the misdirection completely.
Here is why salespeople fail and this idea is written about in the gospel of Matthew: The light of the body is the eye: if therefore thine eye be single, thy whole body shall be full of light.
Ernest Holmes wrote about this idea in his book The Science of Mind. He talks about the single eye..."when we perceive the Unity of Good we shall perceive it in its entirety, an undivided whole. But if our eye be filled with evil, we shall remain in darkness.
I will change some words to relate to sales: change the word eye to the word mind and change the word evil to confusion or negative thoughts. If the mind is single in focus then success will follow. If the mind is filled with doubt then failure will follow. If the mind bounces from "want to" to "can't" or from the sales desire to a movie or sports event or Facebook or even the daily news; failure does follow. If the mind focuses on difficulty, failure will follow.
Science does prove we can only focus on one thing at a time. Most of those who fail in sales allow their mind to jump from thought to thought and are distracted frequently. They do not start the day with a PMA. (that sounds good: Start the Day with PMA). Those who expect good receive good. Those who expect excellent sales results are not disappointed. Those who expect sales to be difficult;.success to be difficult; and financial burdens to continue, also will not be disappointed.
Why sales people fail = their "eye" is not single; the mind is not completely focused on success.