No More Small Thinking

Sales trainer Tom Reilly gives great advice that is motivating and encouraging. He tells people how to change their thinking and their sales!

As we slog our way out of the Great Recession, one of the more insidious aftereffects is small thinking. It appears that the Great Recession has had a psychological impact that may eclipse the economic impact. I hear that the new definition of winning is "not losing," and that flat is the new "up." When asking people about their business, I have heard way too many choruses of "Well, we're keeping the lights on."

When did keeping the lights on become the new standard for success? When did not losing sales become a standard of excellence? When did flat become up? This is small thinking. We can do better than this. Flat is not up. Winning is more than not losing. For those of us in the United States (all due respect to my global readers), we live in the most opportunity-rich part of the world. People are climbing over our borders for the opportunity to take a stab at success US-style.

If you are satisfied with just keeping the lights on, you need to dream bigger. If your hopes and aspirations do not make your bones itch, you are suffering from small thinking. That is no way to approach 2011. Plan for bigger results next year. Plan to win—and I mean really win! Make 2011 the year that you gain traction in your market. You can do better than flat. Think bigger.

Tom Reilly, president of Tom Reilly Training, is an authority on value-added selling, and speaks to thousands of salespeople and managers annually on increasing their value to their company and customers. Learn more at www.TomReillyTraining.com