“The vast possibilities of our great future will become realities only if we make ourselves responsible for that future.” 
–Gifford Pinchot
Sales Pros:
Read that quote again.
Do you truly believe that the future is what you make it? That success is linear—rising and falling with your efforts? If so, then, congratulations, you have what Carol Dweck calls a growth mindset! A productive way of thinking that says, “What I am currently doing equals what I am currently getting. If I improve what I am currently doing, then I will improve what I am getting.”
A fixed mindset, on the other hand, says that your efforts don’t matter—that success is just up to the sales gods who either shine down on you or don’t.
We’d never say we have a fixed mindset with that definition, but sometimes, we operate like that…with underlying beliefs that tell us it’s not up to us. Fixed mindedness leads to phrases like, “Good luck” or “I got lucky.” It also leads to excuses like “my prices are too high,” or “consumer confidence is low.”
To strengthen your growth-mindedness—celebrate the process (as long as you are giving your absolute best to every prospect), even if it hasn’t yet resulted in a sale. If you’ve had a dry spell, remember that if you keep putting forth the effort, you will make a sale.
If you find yourself giving into a fixed mindset, work on correcting your thinking right then and there!
Here’s to earning what you’re worth!
Jason Forrest
