This week’s subject is going to be a fun one. It is called “The Secret to Success is in the Can.”
You may have heard me speak before about the three intelligences of selling, and they are vital.
- IQ – Intelligence Quotient – our intellectual ability.
- EQ – Emotional Quotient – our ability to control our emotions and deal effectively with others
- CQ – Conative Intelligence Quotient – our ability to take action based on IQ and EQ.
The key factor is conative intelligence (CQ). CQ is the ability that some people have more than others to take action based on their IQ and their EQ.
It is that predisposition, or that learned habit, to move out and take action…”when in doubt, move out.”
The difference between planners and leaders is CQ.
Many people get stuck in planning mode. As you know, I’m a big fan of planning, but there comes a point in time when the planning is over, and it is time to take action. The fact is, most plans don’t get executed exactly the way you thought they would. But planning prepares the way and provides a starting point. Even if things don’t go exactly as planned, the planning is useful and ensures you start with some measure of preparation for the journey ahead.
But you really don’t prove the value of the planning you did until you move out.
So what do I mean when I say it’s in the can?
It’s about black beans…specifically about the label on a particular brand as you can see in the video.
G.O.Y.A., to me, is an acronym for Get Off Your… Assumptions. (We’ll put it that way.)
Get off your assumptions about how easy it is going to be or how difficult it could be. Quit perseverating. Quit planning, and get your plan done!
Do your thinking, prepare, and then get out there, and move! Make it a great day! G.O.Y.A.!
Ed DeCosta is one of the most engaging executive coaches and thought leaders of our time. He delivers results with companies of all sizes, from high tech start-ups to Fortune 500 corporations. Ed is an ICF certified professional coach. He holds a bachelor’s degree in mechanical engineering from West Virginia University, a master’s degree in international management from the University of Texas, and an MBA from the University of Texas. Ed is also an adjunct faculty member in West Virginia University’s College of Business and Economics, teaching Professional Selling and entrepreneurship courses.