Behavioral psychologists say that most people realize only about 40% of their potential. In other words, we could easily double our output and still have plenty left in reserve. It seems like such a waste; doesnt it? What is it that holds us back?

Most of us live in the Land of Status Quo. Its where were safe, secure and comfortable. Its easy. We know what to expect and how to deal with things. We often dont feel the need to go further. If we attempt to leave our familiar surroundings, we often come face-to-face with an unwelcomed reality.

Going forward and leaving our comfort zone forces us to experience some pain or discomfort; even if its only slightly. Most change requires us to face a little discomfort before we realize any new benefits. So we decide that the best choice is to stay where we are. In other words, the safest thing is to do nothing. The problem is that by not taking action, we are still taking an action.

And we rationalize our behavior to protect our egos. Well say things like, It wont work or Im too old/young. In other words, we create excuses. According to author Doug Mock, there are two categories of excuses So what? and Blatantly untrue.

In other words, we have to challenge our excuses. Using Mocks categories, we can simply challenge with So what? or Is it true or untrue? For example, if your excuse is I cant do that. Im too old. The first challenge would be, So what? In other words, does age really matter? Are there other people your age or older that can do it?

The second challenge would be Is it true (or untrue) that youre too old? Hundreds of years ago, life expectancy was close to fifty. So at forty and beyond, you were looking at the short end of the stick. Today, life expectancy is nearing eighty. The truth is that age is relative. There are people in their twenties and thirties that are so stuck in their ways that their spirit is devoid of hope and vitality. There are also countless examples of vibrant adults in their seventies and beyond.

The best way to challenge our excuses is to take full and total responsibility for our actions. George Bernard Shaw said it well over 100 years ago, People are always blaming their circumstances for what they are. I dont believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and, if they cant find them, make them.

So are you going to make excuses or create your own circumstances? You have the potential if you want to tap into it. The choice is yours.

Will Turner

Will Turner is the Founder and President of Dancing Elephants Achievement Group. Will has trained thousands of salespeople and business owners and authored over 100 articles on sales-related topics. He is also the creator of dozens of sale seminar programs, as well as the Sales Magnetism program which helps salespeople move beyond consultative selling to the next level of client relationships.

He is the co-author of Six Secrets of Sales Magnets. This book dispels some of the myths and common bad sales practices which keep salespeople stuck in Vendorville. It also highlights what is necessary to be in the top 5% of all salespeople. He shares how you can ATTRACT the right business and not act like a typical salesperson.

Will has over 20 years experience in sales and marketing. He has been in the trenches as a salesperson, as well as managed a national sales team and been responsible for developing and executing marketing and sales strategies.

The focus of his company, Dancing Elephants, is to get salespeople results. To that measure, his methods and approach have met with great success. In fact, his clients increase sales 56% on average in the first year or working with him.