Expect the Unexpected


One of the traits I have observed in highly successful salespeople is their ability to anticipate change, adjust their work practices accordingly and continue to thrive. They do not waste time fighting change, wondering who is to blame, or feeling sorry for themselves that life seems to be battling against their goals.

If we can agree that the quick absorption of change is a positive, productive trait, what can we do to react in a more efficacious manner when things do not work out precisely as planned? It boils down to expectation. Change is difficult for those who expect reality to continuously match their vision. There is, I have found, a delicate balance between the power of visualization and the acceptance of results.

Visualizing what you want is an important step on the path to success. However, it is important to understand that our desired vision will not necessarily manifest exactly as we picture it in our mind’s eye. Acceptance comes when we realize that we are not alone on the planet. And, while some people may share our vision there are almost always those who do not. This mix of disparate desires and expectations act together to create a result – the result. Sometimes that result will be exactly what you wanted. At other times it may be a compromise version of your dreams or even the exact opposite of what you thought you wanted.

It is when results do not match expectations that successful people move ahead of the pack. They anticipate the unexpected, adapt quickly and continue to thrive in the new, changed environment, leaving those less skilled in the art of acceptance to struggle in confusion, anger and denial.

Please don’t see this as an indictment of visualization. It is your desires and expectations that drive your actions and move you “confidently in the direction of your dreams,” as Thoreau taught us. I am only suggesting that you adopt a more realistic expectation of results. See life as a process, not a destination. Enjoy when you take a step forward. But also expect to take some steps back, re-evaluate your strategies and then … take another step.

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