Internalization
Ξ January 26th, 2009 | → | ∇ Financial |
This occurs when you’ve exploited impact, when you’ve molded the standard material to your needs and made it yours, when you’ve made your new skills strong through hard use. You’ve utilized them so efficiently that your first good results generate the energy to accelerate you into super performance. All of a sudden these new concepts stopped churning within you, and a new reality is born: You and the concepts are one. They have literally become you. You have become them.
I’ve had Champions bring their spouses to my program to say hello. In a few minutes the spouse says, “My husband (or wife) sounds just like you.”
But it really isn’t that way. They aren’t hearing their spouses imitate my words and manner of speaking, they’re hearing their spouses express themselves with the language of achievement that’s common to both of us. We, their spouse and I, have been using the same techniques. Now we voice the similar experiences of success that have grown out of the shared knowledge we’ve both internalized.
Internalization is the next-to-last step to completing any learning. When the day comes that you can truly say you’ve internalized all the concepts of this book, or have internalized all the concepts of any other body of learning you aspire to, then and only then are you capable of greatness with that learning. In the case of the learning we’re primarily concerned with here, you’ll be capable of going on to greatness in sales—and you’ll also be in great danger of sliding back into average performance.