Or perhaps you'd prefer Merriam? Like those guys, I spend a lot of time creating definitions. We all do. Events take place all day. We see them, and we define them. The explanation we give them triggers a feeling. That feeling does two things. It justifies the definition and moves us to act. That action will then bring about a result.

Let's examine an everyday situation. The call we make to a potential client goes unanswered; AGAIN.

Salesperson A:

"She's ghosting me! This sucks. I never get ANYONE on the phone. I'm done. No more calls today."

Salesperson B:

"Man, she's busy! I rarely get her on the phone, but I left a really clever message. I think she'll call back this time. If not, I'll try again after 5:30 when she's less busy. Maybe catch her just as she's wrapping up to leave"

What results can assume from each of these created definitions?

Martin Seligman pioneered the field of positive psychology. One of his most significant contributions is the idea of explanatory style. Some folks define individual events as permanent, personal, and pervasive. In contrast, others believe it is not about them, will likely pass, and is not a universal cloud obfuscating their personal sunshine.

The difference in explanatory style is a great predictor of sales success. The good news here is that it is a choice. It may be that you've been conditioned in a pessimistic explanatory style, but awareness and a desire to change can make a huge difference.

Oh, and to all of you saying, "But Frank, I'm not in sales." Yes, you are. We all are. 

You may not be in a commission sales role, but statistically, you spend about 40% of your day asking others to use resources of theirs for something you want.  

I will explain that further next week. In the interim, Own Your Sales Gene…