Chapter Seven

Step 4: Responsibility

Look at the word responsibility—“response-ability”—the ability to choose your response.

—Dr. Stephen R. Covey

Bad things happen to good people. That’s the bad news.

But there’s good news: Your results in life and business are far more likely to be a reflection of what you decide to do about the bad things that happen in your life than a reflection of the bad things themselves.

It is your responsibility alone to make good decisions when bad things happen in your life and business, because these good decisions will beget positive results. Ultimately, your life will be an accumulation of your decisions—for better or for worse.

Everyone faces problems in life—financial, health, relationship, work—just insert your problem here and you’ll see what I mean. Every sales and business professional on the planet has to deal with a weak economy, customers with bad credit, lower-priced competitors, and company operations units that seem determined to undermine every sale you make.

Get over it. Succeed in the face of it. Kick its ass. Whatever you do, don’t just lie down and use those things as excuses for failure. It doesn’t matter how bad things are at your company or in your market; countless businesspeople are succeeding right now under the same conditions. Some of them may be sitting in the room with you at this very moment.

What’s the difference between the two groups of people? I can tell you this: It is not in what they know. The highest earners don’t ...

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