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There are only two types of people in the world

Wednesday, May 10, 2017

“You can’t be successful at putting if you’re letting fear of missed putts dictate your behavior.” This is a quote borrowed from Dr. Rob Rotella’s book titled Putting Out of Your Mind.

Before you tune me out take a minute to see how this advice can help you grow your business.

What if your prospects don’t answer your call? What if they don’t open your email? What if they think you are too expensive? What if they already have a supplier they like doing business with? What if they “use” me for information and buy elsewhere? What if they don’t like the features and benefits I outline? What if they can buy the same product at a lower price?

You can probably fill in another two hundred “what-if’s” without having to make anything up. Your industry is full of them.

According to Dr. Rotella, a well-known and respected sports psychologist, second-guessing yourself and being frightened that you will miss the putt is called the “yips.” In business, you might consider this as a lack of confidence.

In both instances, the question bouncing through your brain should be, “What is my next step after this one works?” Not, “What will happen if they shun my offer?”

I have offered the following advice to audiences for nearly 35 years and I am finally internalizing this very same message: “There are only two types of people in the world. Those you can help … and the other kind.” You can’t do much about the second kind, but you can do a lot for the first. Budget your time accordingly and choose wisely.

Mike Marchev, president of Head First Sales, is a featured Sales Motivational Speaker at franchise, association, and corporate meetings around the world. His column appears regularly in industry magazines and E-zines and he is the author of four books, the most popular being Become the Exception. Send your questions and comments to for Mike.