“You don’t need to be better than anyone else you just need to be better than you used to be”
In his mega-best-seller The Power of Intention, Dr. Wayne Dyer believes that we should consider intention as a force in the universe that allows the act of creation to take place. The book explores intention—not as something you do—but as an energy you’re a part of.
The language that we use is a very large part of our actions, our intentions, and what results from them. Because I believe so strongly in this, I have decided that the word I am throwing to the curb is (drum roll please)
SHOULD SHo͝od,SHəd/
verb
- 1.
used to indicate obligation, duty, or correctness, typically when criticizing someone’s actions.
“he should have been careful”
- 2.
used to indicate what is probable.
“$348 million should be enough to buy him out”
Should is oppressive. Should is paternalistic. And should takes away your power. Should makes it seem as if someone else is calling the shots. And YOU are in the driver’s seat, in your life, in your work; in everything you do and say and want.
Let me give you an example. Imagine that you just got your monthly sales report, and your numbers are down by 12% from last year. Your reaction inside of your head might look something like this. “Hmmm. My numbers are off. I should really make some cold calls soon. See if I can get a few new clients.”
Now try this on for size.
WILL
HAVE TO
WANT TO
There is action in these words and phrases. There is POWER. There is ACTION. There is INTENTION.
Is it semantic? Yep.
But listen to the difference.:
“Today I will do research, identify three new prospects, and send out introductory emails to each one of them. One of them will become my customer this year.”
“I have to grow my business this year, because I have a kid going to college next fall, and I got bills to pay!”
“I want to be the number one salesperson in my office, and I will, because I work harder, and am very good at what I do.”
So do me, yourself, and the universe a favor. Speak and act as if what you want and need is inevitable. Use powerful language that holds you accountable, which will propel you to be better than you are right now. You don’t have to be better than anyone else (although healthy competition is often what drives the most successful salespeople and if that is your jam I would ride it out!)
Ditch the should. Make it so.
As a sales and marketing coach and consultant at Success In Print, Kelly Mallozzi advocates for graphic arts companies to start a revolution and fight to keep print relevant. She may be irreverent, but what she lacks in convention, she makes up for in smart-assery.
Connect With Kelly: Twitter @SuccessInPrint and check out her weekly blog on Printing Impressions.
