There is an old story about a janitor in an office building. Every day he woke up and dressed as a janitor, he walked like a janitor, talked like a janitor, acted like a janitor and most of all did the work of a janitor. He believed that he was meant to be a janitor and fulfilled this thought to the best of his ability, which by the way was in his mind was the ability of a janitor.
One day he was working in one of the offices in the building, it just so happened it was the office of a psychologist. The psychologist was watching the janitor work and noticed something about the janitor that made him curious. He asked the janitor to sit at a table and answer some questions. After the janitor answered the questions the psychologist gave the janitor an IQ Test.
The next day the psychologist called the janitor into his office and told him that he had an IQ of 157. The janitor really didn’t understand what he was just told; after all he was just a janitor. The psychologist told him the average person had an IQ between 100 and 114, any IQ above 144 was considered to be a GENIUS.
Over the next few days there was a great change in the janitor. Instead of dressing a janitor every day he was now dressing a genius. He started to gain confidence and started to walk with his head held high and shoulders back. People saw the change and started to react to him differently as well. The genius was starting to talk like a genius, act like a genius and believing in himself more so he started to feel like a genius. He quit his job as a janitor and with the help of the psychologist got a job with a mechanical engineering company where he rapidly became the head of product development.
The question is, wasn’t he the same person before the IQ test than he was after the IQ test? Sure he was, but what changed is the way he viewed himself.
It took someone showing him that he was intelligent for him to believe he was intelligent.
Once he started to view himself as more than a janitor, he became more than a janitor.
You are the same way. Until you see yourself as the TOP PRODUCER in the company, until you see yourself in the position that you want within a company, you will be locked into the position you have and the sales you are accustomed to.
Your customers also feel the same way. If they view you as just a rep delivering the same products or services every day, week, month, and year you will only be a rep. But if the customer views you as an integral part of their business and starts to depend on your products or services to make their business run better then you will become the GENIUS.
The mind has tremendous power over us. It can either be a power that holds us back or propels us forward. How we view ourselves will be reflected in how we are viewed by our customers, prospects, and our company.
Lorin
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