In my work with sales and marketing leaders, one of the things I encounter frequently is bad language. I’m not talking about profanity so much as I’m talking about language that destroys their sales results. Even high performers can do it and it limits their ability.
In 1960 a famous self-help book was written by cosmetic surgeon, Dr. Maxwell Maltz. The book became the basis for many of the famous motivational and self-help experts ever since. He wanted to explain the mind-body connection and how it relates to achieving goals.
The results that we get in our careers and then our lives are directly connected to the actions that we take. However, the actions we take are controlled by our habits of thinking. Therefore, if you want better results, and you want to take better action, start by changing your thinking.
Here’s where words matter. If you say, “I’m going to try to make 3 sales this week” as opposed to “I’m going to make 3 sales this week” you are likely to notice a difference in your results over time. Get rid of the word “try” because it is a word that fosters doubt or lack of certainty and that will impact your actions.
In his classic book “The Greatest Salesman in the World” Og Mandino writes “I will never consider defeat and I will remove from my vocabulary such words and phrases as quit, cannot, unable, impossible, out of the question, improbable, failure, unworkable, hopeless, and retreat.”
Here’s the good news. You do not have to be a victim of bad language. You can make the decision to use your words to attract the results you seek. Change your language. When referring to your goals use words and phrases such as success, achievement, win, conquer, victory, I will, I do, and guarantee. These are the words of someone who believes in themselves and is committed to their goals no matter what.
There’s a famous story from World War II of a Japanese general who refused to retreat in spite of overwhelming odds against him and his troops. Listen to his words and see if you can identify what his attitude and results might have been. “The struggle has developed into a fight between the material strength of the enemy and our spiritual strength. Continue in the task till all your ammunition is expended. If your hands are broken fight with your feet. If your hands and feet are broken use your teeth. If there is no breath left in your body, fight with your spirit. Lack of weapons is no excuse for defeat.”
What words are you using when it comes to your goals and activities?