James Clear has a great article up today that my friend Robin Stemberg just shared with me. It’s amazing timing, really – since I just finished laying out my goals for this next quarter!
His point is excellent and I’ll let his words speak for themselves:
Imagine, for a moment, that your life is like a treasure hunt.
It’s not much of a leap, really. Like any good treasure hunt, you have a map to guide you. In life, the map is your corner of the universe. Some of the areas on the map you know quite well. These areas are the places and people and things that you’re familiar with and that are part of your daily life.
Other areas of the map are foreign to you. These yet-to-be-explored regions are home to the milestones in life that you can imagine reaching, but that have eluded you thus far. This undiscovered portion of the map is where your hopes and goals and dreams live. These goals are like little pieces of buried treasure that are hidden somewhere out on the map, somewhere that you hope to get to soon.
One day, a particular goal grabs your attention and you decide to set out on a treasure hunt.
Searching for Buried Treasure
You begin the long hike toward your treasure and encounter a challenge or two along the way. Already the actual path is starting to look different than the buried treasure that you had been imagining. Things get worse when you finally arrive to the spot of the treasure.
This whole time, you had been imagining a chest filled with gold. After uncovering the treasure, however, all you can find are a few scraps of silver and some antique relics. These items are valuable in their own right, for sure, but they were not what you were thinking about this whole time.
You say to yourself, “This doesn’t look like the treasure I was envisioning! I must be on the wrong path. I wasted all this time!”
After thinking for a few moments, you wonder, “Hmm… maybe I should switch goals? I bet there is bigger treasure elsewhere.”
Theory vs. Practice
I’ve certainly experienced situations similar to the treasure hunt described above. Perhaps you have too.
I’m talking about situations where the goal we were excited to pursue—getting a degree, starting a new exercise routine, making a career change—turns out to look very different in practice than in theory.
It’s natural to feel a sense of disappointment or confusion or frustration when this occurs, but I think the deeper problem is rooted in how we approached the treasure hunt in the first place.
Goals as a Compass
The problem with a treasure hunt is that most people spend all of their time thinking about the treasure. The fastest way to get to a particular spot, however, is to set your compass and start walking.
The idea here is to commit to your goal with the utmost conviction. Develop a clear, single-minded focus for where you are headed. Then, however, you do something strange. You release the desire to achieve a particular outcome and focus instead on the slow march forward.
Pour all of your energy into the journey, be present in the moment, be committed to the path you are walking. Know that you are moving unwaveringly in one clear direction and that this direction is right for you, but never get wrapped up in a particular result or achieving a certain goal by a specific time.
In other words, your goal becomes your compass, not your buried treasure. The goal is your direction, not your destination. The goal is a mission that you are on, a path that you follow. Whatever comes from that path—whatever treasure you happen to find along this journey—well, that’s just fine. It is the commitment to walking the path that matters.
“Letting go of how it might come to pass.”
As far as I can tell, [success] is just about letting the universe know what you want and working toward it, while letting go of how it might come to pass. Your job is not to figure out how it’s going to happen for you, but to open the door in your head and when the doors open in real life, just walk through it. Don’t worry if you miss your cue. There will always be another door opening.
Choose your goals and then forget them. Set them on a shelf. Trust that your direction is true and pour your energy into walking the path. Good goals provide direction to your life. They allow you to commit to a journey. They are like a rudder on a boat, directing your energy and attention in specific direction as you move downstream.
We all have a map to explore. Choose a path and then walk it.
JAMES CLEAR writes about science-based ideas for building habits that stick and mastering your craft. If you enjoyed this article, then join his free newsletter.
I begin to close the sale within 10 seconds of entering a prospect’s office. I state my objective of the meeting, and I tell him or her what I would like to do. I tell them my three strategies of business:
1. I’m here to help
2. I seek to establish a long-term relationship
3. I’m going to have fun
Stating your objective and philosophy at the outset puts the prospect at ease. It gets the meeting off to a great start. It establishes credibility and respect. And it clears the way for meaningful information exchange and rapport building.
Tell the prospect what you want when you walk in the door. Then, ask for the sale as soon as you hear the first buying signal.
100 Incredible Quotes from Entrepreneurs for Entrepreneurs : Stay Motivated and Achieve Your Goals
Steli absolutely nails it in this article. I’ve been using this technique for years and it absolutely works.
I was out training one of our new people the other day and described it as the “time-travel” close.
When the prospect asks you after a successful meeting to send them some information, I always ask the following two questions:
1) “Absolutely, Sean – what kind of information would you need to help you (and your team, if applicable) come to a decision?”
and most importantly:
2) “Sean – let’s say that I sent you all that, you reviewed it and loved it – what would happen next?”
That second part is critical – and I’ve seen very few salespeople use it effectively. You can literally cut multiple steps out of your follow-up process by using this simple technique.
Click the source link to Steli’s article and see his take on this tactic. What do you think? Can you figure out a way to use this in your business?
Ira Glass is the producer of This American Life. This 2 minute clip is aimed at creative types – but I can’t think of any better advice for a beginning salesperson. Watch it, take it to heart, and put it to action today!
1. Leaders Eat Last by Simon Sinek
After taking the world by storm with his captivating message about purpose in Start With Why, Simon Sinek has turned his attention to critical questions about the how. What does it take for leaders to transform paranoia and cynicism into safety and trust? Is a common enemy necessary for cooperation? I can’t wait to read about what he’s learned from military and corporate leaders.
2. Quick and Nimble by Adam Bryant
In an increasingly competitive and dynamic economy, every organization is charged with building a culture that supports innovation. Whereas most books on innovation take a deep dive into one company’s success or failure, New York Times Corner Office columnist Adam Bryant casts a more comprehensive net, interviewing hundreds of executives to identify what’s effective across industries. Bryant offers an expert guided tour through the minds of the world’s most innovative CEOs, sharing insights that are both enlightening and immensely practical.
3. Small Move, Big Change by Caroline Arnold
When I go to bookstores, I usually steer clear of the self-help section. In this case, I would have missed a gem. Small Move, Big Change is a rare self-improvement book that actually works. With the right mix of research evidence and practical examples from her experience as a technology leader on Wall Street, Caroline Arnold provides compelling advice for motivating ourselves to save more, eat less, get organized, boost our willpower, and even keep our New Year’s resolutions. It’s the most useful guide to getting things done since Getting Things Done.
4. Scaling Up Excellence by Robert Sutton and Hayagreeva Rao
When I work with leaders, I often ask them about the biggest challenge that they face. The most common response, by far, focuses on spreading and multiplying success. If you have one team that’s thriving while others are sinking, how do you export their best practices to other teams across your organization? This pair of eminent Stanford professors is the first to shed systematic light on the pervasive problem of scaling with a landmark book full of rich case studies, powerful research evidence, and actionable ideas for anyone who cares about making groups or organizations more effective.
5. Everything Connects by Faisal Hoque and Drake Baer
Philosophy, business, and history come together in this look at leadership, creativity, innovation, and sustainability from a successful serial entrepreneur and a cutting-edge journalist. With takeaways for large global companies and small startups, this book examines what leaders can learn from Eastern wisdom, Da Vinci, and contemporary psychology.
6. Thanks for the Feedback by Douglas Stone and Sheila Heen
This is a potentially life-changing look at one of the toughest but most important parts of life: receiving feedback. Doug Stone and Sheila Heen, coauthors of Difficult Conversations, show how to take an honest look in the mirror, and gain invaluable insights about the person staring back at you. I’ve already taught the principles in the classroom and applied them in my own life, and the payoffs include less defensiveness, more self-awareness, deeper learning, and richer relationships.
7. Thrive by Arianna Huffington
In the quest for success, many people end up taking paths that they come to regret. Climbing up the ladder in pursuit of money and power, leaders and managers sacrifice their health and well-being, and miss out on meaningful opportunities to give back. Building on her celebrated Third Metric conference, Huffington Post cofounder and president Arianna Huffington is on a mission to redefine success beyond money and power to enhance well-being, giving, wisdom, and creativity. This book may be the Lean In of 2014—for women and for men.
8. The Humor Code by Peter McGraw and Joel Warner
Humor is an invaluable resource at work: it helps leaders defuse the tension in moments of crisis, managers temper the sting of tough feedback, and employees generate creative ideas in brainstorming sessions. Thanks to the global adventures of a zany social scientist and a perceptive journalist, we can all figure out how to become funnier, and laugh out loud along the way. This book is so good that I wish I wrote it. In fact, I’ve already started telling people I did. Luckily, Peter McGraw and Joel Warner are givers, so they won’t mind. They’ve given us a remarkable look at what makes us laugh, with the perfect blend of science, stories, satire, and sweater vests.
9. Brilliant by Annie Murphy Paul
You’re either born smart or you’re not. Most people hate this notion, but never question whether it’s true. Science journalist Annie Murphy Paul shows us that it’s false: intelligence is a renewable resource. In Origins, she revealed that the nature-nurture debate has overlooked the formative nine months that we spend in the womb. Now, she marshals two decades of evidence from psychology and neuroscience to explain how we can make ourselves and our kids smarter. This book is poised to shake up our parenting habits, our schools, and our workplaces.
10. Think Like a Freak by Steven Levitt and Stephen Dubner
It’s one thing to admire the genius of the rogue economist and perceptive journalist who brought us Freakonomics and SuperFreakonomics. It’s another thing entirely to understand how they come up with their brilliant ideas. Their latest book takes us behind the curtain with studies, stories, and illustrations that enrich our abilities to solve problems in our personal and professional lives.
11. Invisibles by David Zweig
Why do some of the world’s most talented, accomplished people choose to fly under the radar, hiding in the shadows rather than clamoring for the spotlight? In his nonfiction debut, journalist David Zweig introduces us to some of the most successful people we’ve never heard of, from cinematographers to skyscraper engineers to United Nations interpreters. It’s a clarion call for work as a craft: for carefully honing expertise without hogging attention, for generously contributing knowledge without claiming credit, and for prizing meaningful work above public recognition.
12. Smartcuts by Shane Snow
This book by journalist and tech entrepreneur Shane Snow uncovers unconventional patterns among rapidly successful businesses and people, from innovators and hackers to daredevils and revolutionaries. Snow is one of my favorite writers, a maven of creative productivity who holds the keys to becoming an expert in less than 10,000 hours.
13. Zero to One, Peter Thiel
The great secret of our time is that there are still uncharted frontiers to explore and new inventions to create. In Zero to One , legendary entrepreneur and investor Peter Thiel shows how we can find singular ways to create those new things.
Thiel begins with the contrarian premise that we live in an age of technological stagnation, even if we’re too distracted by shiny mobile devices to notice. Information technology has improved rapidly, but there is no reason why progress should be limited to computers or Silicon Valley. Progress can be achieved in any industry or area of business. It comes from the most important skill that every leader must master: learning to think for yourself.
Doing what someone else already knows how to do takes the world from 1 to n, adding more of something familiar. But when you do something new, you go from 0 to 1. The next Bill Gates will not build an operating system. The next Larry Page or Sergey Brin won’t make a search engine. Tomorrow’s champions will not win by competing ruthlessly in today’s marketplace. They will escape competition altogether, because their businesses will be unique.
Zero to One presents at once an optimistic view of the future of progress in America and a new way of thinking about innovation: it starts by learning to ask the questions that lead you to find value in unexpected places.