Short and sweet, yet very powerful message. Are you a “Can” or a “Can’t?”
Source: The Destructive Nature of Can’t
I recently watched a lot of the Olympics, and was thinking about this post the other day. Wanted to share it once again!
When I first heard this statement with respect to a professional hockey team’s play, I stopped in my tracks. On the surface, it seems like the same concept spun two different ways. Or is it?
Playing to win exudes confidence. There is nothing that can get in the way of the team and victory. They execute the game plan to perfection, and do whatever it takes to achieve their goals. Mistakes may still happen, but they get back on track in a timely fashion. It is clear in their body language that nothing less than success will be accepted by everyone.
On the other hand, the team playing not to lose exudes tentativeness. Their primary goal is to not make mistakes and look foolish in front of teammates and coaches. In their minds, if they don’t make any mistakes, they should win. On paper that makes sense. Those who follow sports hear this often, but if the other team plays an all round better game, you will still lose. Body language supports the theory that they are just trying not to screw up, and it shows.
Take a moment and step back to think about your current sales or business role. Do you always feel like you are on top of your “game” and nothing can stop you? If you do, congratulations! If we are honest with ourselves, most of us go through phases when we lack confidence and just feel like everything we touch turns in to…. well not gold.
Do you notice when things are going well, mistakes and other challenges in your role do not take as big a tole on you? It seems no matter the size of the setback, you can move past it in record time. Now turn the tables. When things are not going well, and confidence is low, even the little things seem like huge issues. The world seems to be against you, and it is nearly impossible to get out of the funk.
- Are you playing to win, or playing not to lose?
- Are you afraid to make mistakes, and worry how it will look to teammates and management?
- Or do you understand that mistakes happen, learn from them, and move on as quickly as possible?
- Do you approach your role everyday with confidence, a bounce in your step, and the mindset of “I can do this?”
- Or do you plod along as you always have; do the same things that you have always done, and just try not to screw up?
“Playing not to lose” is a career limiting decision (CLD). You will feel safe, and your results may be consistent, but your true potential will not be achieved. If you just sit back and watch, you will witness others getting all the glory!
“Playing to win” is a mindset. The Edmonton Oilers, New York Yankees, New England Patriots & Manchester United have not won all of those champions with the attitude of playing just to survive. Playing to win is imperative in anything that you do. It is an attitude that should make you feel unstoppable throughout your career.
My first job out of university was with a car rental company. One of the key statistics that we were “graded” on was what percentage of customers purchased the $0 deductible coverage on each rental.
When I started to sell it, I was unsure of my pitch, hesitated often, and I didn’t believe in the value of the service.
One super-star in the office sold a higher percentage of the coverage then the rest of us . I started to watch him sell as often as I could, but it was difficult to get a read on his secrets to success.
I discovered a great way to find out what his “secrets” were. I asked him 🙂
His answer was powerful, yet simple.
“I expected to sell it to every customer. I had the mindset that there was no reasons that they should not buy it. What better time to have worry-free driving then when their car was in the shop or they were going on holidays. I was confident in my sales pitch, and acted surprised if they declined initially. Those objections still typically converted in to sales”.
When I shifted my mindset from “I hope to sell it” to “I expect to sell it” – it was a game changer for me. I still had to practice my pitch, learn to handle objections and be ready for all scenarios; but that expectation of success steadily improved my results.
- Can you reflect upon a time in your career when you felt confident selling something vs. being a little unsure of yourself?
- Describe what the difference in results were when you expected success?
- If you are not as confident as you should be now with what you are selling, what changes can you make to gain positive momentum?
“Success is simple. Do what’s right, the right way, at the right time.” – Arnold H. Glasow