Could This Finding From 1954 Be Limiting Your Sales Results Today?

Could This Finding From 1954 Be Limiting Your Sales Results Today?

In 1954 psychologist Julian B. Rotter introduced a breakthrough in the scientific theory of self-examination. He conceived that there were two “places” of core self-evaluation. A person’s locus (place or location in Latin) is conceptualized as either internal or external. With an internal locus of control you believe that you control your actions and happenings whereas with an external locus of control you believe much of what has happened to you, or is happening, occurred because of outside circumstances beyond your control.

This post is not referring to higher power or any other spiritual beliefs. This is about judging your own actions (internal) or having excuses (external)

A great example of external locus of control recently occurred in the 2014 Winter Olympics in Sochi. The US figure skating team placed their dismal results on the fault of their new uniforms citing bad aerodynamics. Meanwhile, winners placed their achievement on hard work & practice.

I’ve been in sales & marketing for over 13 years & Ive heard every excuse in the book from salespeople: “The customer only wanted the freebie.” “The customer didn’t understand our value.” “You can’t sell stupid.”

Yet, when salespeople make the sale you’ll never hear: “The customer was already going to buy.” “I’m glad we had the freebie because it landed the deal.” “The customer knew more about my product then I did & they sold themselves on it.”

Isn’t it interesting that when a salesperson makes a sale they applaud themselves for making it but when someone doesn’t buy that same salesperson blames everyone or everything but themselves?

If you want to reach your true potential stop blaming external factors for the outcome. Ignore them.

I recommend having an all-time internal locus of control. Act as if you botched the deal regardless; all the time anytime. Could you have followed-up sooner or with more value? Did you clearly articulate your value? Did you miss something important the buyer said? Did you talk too much? Were you liked? There’s hundreds of ways to always put the onus on you.

Doing this will condition your mind to always seek personal improvement. You’ll get infinitely better at producing results, reducing anxiety, & limiting stress.

Michael Jordan, in game 5 of the NBA finals known to many as the “flu-game”, dropped 38 points to give the bulls a 3-2 lead over the Jazz. Before the game he could hardly lift his head.

This in a post game interview from his airness:
“I wasn’t going to allow my sickness to control my effort or results.”

That’s an internal locus of control & why high achievers look inside themselves instead of creating excuses. Many would have stayed in street clothes & sat that one out.

An old baseball coach of mine used to say to us before every game “Excuses are like a__holes. Everyone’s got one & they smell like ___t! You win because of you & you lose because of you. Now go play ball!”

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