Have you ever surprised yourself by achieving something that you thought unlikely or even impossible?
A couple of years back I found myself in a sales situation in which I felt increasingly pessimistic about securing the order. The value of the deal was high; the competition was known to me and strong – we were the underdogs. I found myself thinking more and more about times in the past when I had lost to this competitor and ‘wasted’ a lot of time in the process. I finally plucked up the courage to go to my sales director and come clean about my concerns. After listening to me, he simply asked me a couple of key questions:
‘Do you believe ...
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