By: Ken Austin
When you set out to achieve your goals, one of the main reasons for giving up and failing is the lack of a definite purpose.
This article is based on a principle I learned during my career as a professional salesperson.
"I want to own a yacht" is a common goal, but it is not a definite purpose. When you set your goal you must ask yourself WHY you want to achieve it. How will owning a yacht benefit you.
This principle is known as "what's in it for me."
Many unsuccessful salespeople try to sell the object to their prospects, whether it is the latest gadget or advertising space in a local newspaper. If the prospect does not see the benefits of buying, they will not buy.
A salesperson must realise that people buy value, not objects. A bad salesperson will tell you all about the size, shape, speed, colour, price and history of the yacht. A good salesperson will simply show you how owning this yacht will allow you to escape from traffic jams, drift effortlessly toward the horizon on the open seas, catch the largest fish you've ever see and become the envy of all your friends.
Here's a controversial statement for you:
YOU MUST SELL YOUR DREAMS TO YOURSELF.
Whatever your dream is, if you do not relate to the benefits that achieving your dream will bring you, you will find it difficult to stay motivated.
What is your dream?
Write down your most burning desire in the middle of a piece of paper. Imagine you have now achieved your dream; you could be sitting on your yacht, maybe you've earned a million, retired young or you bought the house of your dreams... whatever it is, enjoy it now for the next few minutes. Feel good about it, you made this happen. How does it make you feel? Write down all the feelings associated with achieving your dream.
How has achieving your dream changed your life?
Think about the benefits which come with achieving your dream. Let's say that you've earned a million for this example. Think about the freedom which money can bring with it, the things which you've always wanted to buy are now within reach, you could spend more time doing the things you enjoy or you could give some of it to your favourite charity. Write these down too, these are the benefits.
Armed with the knowledge of all the benefits which achieving your dream will bring you, you are more likely to work harder to achieve it. Spend a little time each day living your dream and focusing your mind on the benefits, you will be surprised how much more you want to achieve it.