The Power of Consistency: Prosperity Mindset Training for Sales and Business Professionals

INTRODUCTION

Circumstances do not make the man, they reveal him.

—James Allen

Once upon a time there was a man who had destroyed his life by the age of 32.

And although what so many people claim is true—that you can measure a person’s character by how he responds when the chips are down and his back is against the wall—there was nothing in this man’s life to suggest he was even remotely prepared to overcome the challenges before him.

But you never know what someone can accomplish if he or she wants it badly enough.

On June 10, 1996, this individual stood motionless in a prison cell—a cell indistinguishable from so many others that had served as his home for more than six years—devastated over the recent news that his father had died. He looked deeply into the eyes that glared at him through the scarred stainless steel mirror in his tomb.

Through the initials scrawled by unknown tenants before him, he saw the reflection of an unemployed high school dropout and a three-time loser who had spent his entire adult life in this hopeless state of despair. For as long as he could remember, he had known only prison, poverty, and struggle. He had no money, no hope, and by all accounts, no future. He had never held a steady job or owned a home, and he’d abandoned his three-year-old son. He had never done an honorable thing in his life.

As he stared at his pathetic countenance, grieving over his dead father, the son he’d left behind, and the life he’d essentially wasted, he considered the words of Ralph Waldo Emerson—who he had just discovered:

We become what we think about all day long.

He concentrated on these words and repeated them to the man in the stainless steel reflection.

We become what we think about all day long.

He thought about the words intently as he gazed into his own miserable reality. Upon staring at his reflection, he noticed that he was getting old. He noticed lines on his face that he hadn’t noticed the day before. His teens and twenties had raced by at warp speed. And where was he now? Growing older before his very eyes. How had this happened? How had he allowed things to get so out of control? And the most pressing question—was it too late to do anything about it? After all, he wouldn’t see the streets again until he was nearly 40 years old.

He considered Emerson’s words once more:

We become what we think about all day long.

Again he asked himself, Was there more to life? What would it take to find out? Was he even remotely capable of altering the course of his seemingly forged destiny? Was it actually possible to become something different merely by thinking something different?

Despite seemingly insurmountable odds, he decided to find out.

He set out on a journey of creating a plan for his life—something he later came to call his prosperity plan. He focused his thinking on a productive, meaningful life and on taking actions that aligned with these new thoughts. Although the prospect of changing his life by changing his thoughts seemed somewhat preposterous, he was desperate enough to give it a shot. He even became obsessed with this notion—that he could alter the course of his destiny simply by thinking about things differently.

And he did.

By the time the man was released from his third and final trip to the penitentiary seven years later, he had earned a bachelor’s degree and an MBA in management. In 2002, just one year before his release, he was also credited with saving a prison guard’s life.

Despite the overwhelming obstacles and adversity, he went on to build a life of wealth and integrity. He reconnected with his son and raised him to become a remarkable young man. He started a small company from scratch and grew sales to $20 million in just 60 months, earning it a spot on Inc. magazine’s 2009 list of the fastest growing privately held companies in America. He purchased beautiful homes in the mountains of Colorado and on the beaches of Maui.

He shared his story by writing a memoir called The Upside of Fear: How One Man Broke the Cycle of Prison, Poverty, and Addiction, which won numerous awards and which personal and organizational development titans Dr. Stephen R. Covey and Tony Robbins endorsed. He eventually became one of the county’s most powerful and dynamic speakers. He shared his work with the Napoleon Hill Foundation and luminaries such as Mark Victor Hansen. He shared the stage with legendary sales expert, Tom Hopkins, and taught countless sales professionals the process he used to transcend 25 years of poverty and misery and create an exceptional life of business success.

Despite being the underdog of all underdogs and the longest of long shots, he created a life of honor and prosperity.

I know this man’s story well—because it is my story. I am that man. I am Weldon Long.

After spending more than two decades of my life failing and struggling—and spending 13 of those years behind concrete walls and razor wire—I emerged a transformed man and built the life I once dreamed about in a cold prison cell.

My life and business were forever altered by The Power of Consistency—a force so powerful it can move mountains and completely transform the fortunes of men, yet so subtle it’s easily and often overlooked. I used The Power of Consistency to bring myself from a life of poverty and desperation to one of wealth, happiness, and peace of mind.

It is the one thing that changed everything in my life and business, and I am going to share this simple, step-by-step process to help you create new levels of success in your sales and business career.

The Problem

Every sales and business professional faces challenges and adversity that they can—and frequently do—use to justify their mediocre or poor performance. Perhaps your challenges aren’t as severe as the ones I faced, but everyone has their issues, right? No one gets out of this deal alive, and no one gets through a sales and business career without hitting a few bumps and earning a few bruises along the way.

Whether your challenge is a slow economy, cheap competitors, no access to capital, worthless leads, unqualified customers, or a boss you’d like to meet in a dark alley, everyone has something—or several things—keeping him or her from wealth and prosperity. And if you are waiting for these obstacles to magically disappear so that you can be wealthy, you might as well get used to being broke. They’re not about to pack up and move on to make your life easier. You have to find a way to succeed and prosper despite them.

The only real question is whether you are going to let the obstacles put a boot in your ass or whether you are going to put a boot in theirs.

Successful sales and business professionals are not successful because they somehow avoided obstacles. They are successful because they have mastered the art of creating a prosperity mindset that is geared and programmed to overcome any challenge and thrive in the face of adversity. A prosperity mindset is the key to the kingdom. It takes you to a place where the streets are paved with gold.

The bottom line is that shit happens. We all know it. But if you want to succeed and prosper in sales and business, then you had better nip the complaining in the bud and find a way to prosper despite the challenges and adversity.

You can’t just wait for your luck to change, the economy to improve, your competition to raise their prices, or better customers to walk through your door. You’ll be waiting a long time if you do.

Whether it’s an economic, competitive, or personal issue that’s threatening your sales and business performance, just remember the words of famed Saturday Night Live character Roseanne Roseannadanna: It’s always something.

The key to winning in sales and business is to create a mindset that compels you to thrive and grow in the face of adversity. It requires that you identify just one or two things that ensure success and do those things—consistently. It’s about kicking the challenge’s ass . . . not waiting for things to magically get better.

And here’s some news for you: You already know what to do to create wealth and success in your business. You just aren’t doing it on a consistent basis. If you were, your sales career and business would be exceptional, regardless of the difficulty you face.

Are you surprised by the claim that increasing the number of prospects you contact would increase your sales? Would you be shocked to learn that if you improved your closing sequence and got better at identifying problems and recommending solutions to your clients, you would dramatically increase your income?

I seriously doubt that either of these things is news to you. You already know these activities would improve your sales performance and income. You just aren’t doing them on a consistent basis.

You see, overcoming obstacles and creating wealth is not a problem with lack of information; it’s a problem with lack of action. You just aren’t doing the things you know you should be doing on a consistent basis.

Odds are that you’ve made some attempts to do these things—you’re given it the old college try—but then little things seem to get in your way. And although you temporarily make some improvements, it’s not long before you find yourself falling back into your old routine. You can’t seem to make the changes stick or consistently do the things you already know you should be doing.

For example, you know that you need to call your customers more often to retain them. But after doing it for a few days, you stop making the extra calls. You either don’t have time, or something else gets your attention—and eventually a more aggressive competitor wins your customers’ business.

You know you need to decelerate the sales process and take more time with your prospects before recommending solutions. And you even take this approach a few times. But before you know it, you are hurrying through the process again and dropping off bids.

You know you need to do a better job of finding new customers and may even spend a couple of days prospecting like there is no tomorrow. Yet after that initial burst of activity, you quickly revert to your old ways of taking orders and waiting for someone to call you.

You know you need to spend more time with your prospects explaining why your products and services are better than your competition’s and why you are worth a few hundred bucks more. You even have a couple of great calls, but soon you are back to matching your competition’s low prices and complaining that no one cares about quality and service.

You know you need to study and implement a better sales and closing process to grow your revenue. You even look into some new training, but ultimately you decide to wait. Before you know it, you are kicking yourself in the backside as you leave an appointment without formally asking for the order, knowing you let a great opportunity slip away.

Welcome to the conundrum of human nature—knowing exactly what you need to do to increase your sales and grow your income but not doing it on a consistent basis.

Most of us know what we need to do to succeed and are aware that we’ve got to work harder and serve better to compete in this day and age. But we’re just not doing those things consistently. The people who are making the most money don’t know anything the people making the least money don’t know. They are just doing more of what they need to do—and therefore getting ahead of the ones who are not.

This book will help you defy the conundrum of human nature by compelling you to habitually do the things you need to do to realize wealth and success in your sales and business career.

I can promise you that I didn’t overcome years of despair and build an Inc. 5000 company that generated $20 million virtually overnight because I’m luckier or smarter than anyone else. I did it by establishing and operating according to a prosperity mindset that drove me to do the things I needed to do—every single day. It wasn’t rocket science or brain surgery. It was just plain old hard work.

This book will help you duplicate my success. Sales and business success is not a question of whether you should create a prosperity mindset; it’s a question of when.

The Power of Consistency makes the simple proposition that we tend to take actions that are consistent with the things we repeatedly say to ourselves. Our sales and business activities are a reflection of our thoughts and expectations. In essence, it states, Private affirmations dictate future actions. You will see throughout this book how this subtle yet limitless force can alter anything in your life and business—and how private affirmations will dictate your future actions and your future results.

Using this powerful yet invisible force will allow you to overcome whatever challenges threaten your sales and business success and prosper in the face of any adversity.

This approach is guaranteed to lead to prosperity, because you simply cannot do the right things in your life and business on a consistent basis and accidentally create the wrong results. Of course, this doesn’t mean you won’t face occasional short-term challenges and setbacks. What it does mean is that you will ultimately create the sales and financial results you desire.

Although it’s a somewhat depressing fact, most people have failed to do the things they know they should be doing to get their lives on the right track. The people who are taking consistent actions are the exceptions—exceptional professionals who enjoy exceptional sales and business results.

But we see them all the time, living life on their terms as we complain about the forces acting against us. We see them shining in their companies and careers as we struggle to get by. We watch as they earn incomes that provide a life of financial security, while we fight to make ends meet.

We watch the years roll by—always longing for a better life, yet feeing a better life is just beyond our reach. We know what we need to do. We just aren’t doing it with any reliability.

But regardless of the external challenges and adversity, we all have within us the ability to create wealth, happiness, and peace of mind. As Emerson wrote, What lies behind us and what lies before us are tiny matters compared to what lies within us.

You already have everything you need to create the life and business you deserve. The Power of Consistency will help you harness what lies within you so that you can create a brighter future for you and your family, despite the challenges you face along the way.

If you and I were sitting together right now and I asked you to describe your professional and financial goals, you could probably identify them pretty quickly. If I asked you to list two or three things you needed to do to make each dream a reality, you could quickly figure that out too. But what if I asked you, Why aren’t you doing them? You’d probably respond with I don’t know.

Again, the conundrum of human nature: knowing exactly what you need to do to increase your sales and grow your income but not doing it on a consistent basis.

But exceptional sales and business performance is well within your reach. You just need to follow a simple process to create your prosperity mindset—and let that mindset drive you to do the things that lead to wealth and prosperity. As a result, you can become exceptional.

The best part is this: the things you need to do to be exceptional are downright simple! That is, in fact, why most people don’t do them; they frequently seem insignificant and not even worth the effort when you look at them individually. But their cumulative effect is incredibly powerful.

The Solution

The question remains: How exactly do you use The Power of Consistency to overcome challenges and adversity and create wealth and prosperity in your sales and business career? Well, it takes creativity and consistency. Fortunately, that’s what this book is about.

To overcome any challenge and create transformational results in sales and business you need to get your mind right and develop a prosperity mindset that is geared and programmed to transcend any obstacle.

The truth is