Perception Is Reality

“Perception IS Reality”. You’ve heard of that before. Let’s take a closer and consider this a little below the surface.

What is perception? The definition may vary depending on which dictionary you choose, but essentially it goes something like this: “the result of an observation, a mental image.” In interviews with Top sales performers, a common practice is to periodically refocus and put themselves in their prospects shoes and evaluate how they are perceived. Truth be told, their perception of us is their reality of us.

Most professionals want to be perceived as trustworthy, competent, intelligent, strategic, innovative, sharp, capable, responsive, savvy, and up to speed on what’s happening in their business. Most type “A” people think highly of themselves and they don’t have inferiority complexes. However it can be revealing to really understand how we are seen through the eyes of others rather than assume. We know what happens when we do that.

(Now if you have arrived and you feel you absolutely cannot improve in any way, then you might as well stop reading now.)

So how much can we control how we are perceived? I mean seriously, can we control what other people think of us? The answer is – Yes. But how can we do that? Well, here are a few ways that we can get an understanding or how we are though of and work our way to get the reality where we want it.

First, understand how we are perceived. Before we can get things where we want them we need a starting point, a gauge as to how we are perceived right now. A simple way to find out is to go on sales calls with your boss, colleague, or even ask a prospect directly. You will have to ask specific questions about how they perceived your presentation.

Another key is to quiz them. This will tell you if they paid attention or not which relates back to whether or not you were able to keep their attention. A good manager should be able to help get an objective opinion as well. As painful as it may be get, good objective feedback and in the long run it will pay huge dividends for you.

Second, we must envision the person we want to be and align our thoughts and actions to support our vision. Modeling the behaviors of a top performer is an excellent way to build the image of the professional we want to become. And I don’t mean to imitate their sense of humor, personality, or how they dress. All of those are superficial and will lead to becoming someone we are not. Modeling means that we imitate their work ethic, morals, discipline, and how they prepare for a sales call or presentation. If you model the behaviors and beliefs of a successful individual, you too will be successful.

Third, we put the work into crafting our message, sharpen our skills, and improve incrementally in small areas. This will lead to big results. Oh, one other thing, if we just do this for a short period of time, we will fall back into the same old rut and we will not be performing at the level that we truly desire.

There is a balance however, and that is that not ever person on earth will like us and we can certainly go overboard on being concerned with how people perceive us. But it is important to regularly evaluate how we are performing, monitor how other perceive us and adjust ourselves accordingly so we are always in a position to put our best foot forward and present ourselves, our company and our products or services in the most favorable light.

Best wishes and remember to “Light the Passion”