Why the Elephants Don't Run

A number of years ago, I had the rather unique experience of beingbackstage in Madison Square Garden, in New York, during the RinglingBrothers Barnum & Bailey Circus. To say the least, it was a fascinatingexperience. I was able to walk around looking at the lions, tigers,giraffes and all the other circus animals. As I was passing theelephants, I suddenly stopped, confused by the fact that these hugecreatures were being held by only a small rope tied to their front leg.No chains, no cages. It was obvious that the ele-phants could, at anytime, break away from their bonds but for some reason, they did not. Isaw a trainer near by and asked why these beautiful, magnificent animalsjust stood there and made no at-tempt to get away."Well," he said, "when they are very young and much smaller we use thesame size rope to tie them and, at that age, it's enough to hold them.As they grow up, they are conditioned to believe they cannot break away.They think the rope can still hold them, so they never try to breakfree."

I was amazed. These animals could at any time break free from theirbonds but because they believed they could not, they were stuck rightwhere they were.

Like the elephants, how many of us go through life hanging onto a beliefthat we cannot do something, simply because we failed at it once before?How many of us are being held back by old, outdated beliefs that nolonger serve us? Have you avoided trying something new because of alimiting belief? Worse, how many of us are being held back by someoneelse's limiting beliefs? Do you tell yourself you can't sell becauseyour not a salesperson?

Particularly in starting or running a business, we are cautioned not totake risks, usually by well intentioned friends and family. How many ofus have heard, "You can't do that?" These are the dream stealers who,due to their own limiting beliefs, will attempt to discourage you fromliving your dreams. You must ignore them at all cost! I am notsuggesting that you should not seek advice from qualified individualsand mentors, but that you avoid like the plague, being swayed by thelimiting beliefs of others, especially people who are not in their ownbusiness.

Challenge your own limiting beliefs by questioning them. If you begin toquestion a belief, you automatically weaken it. The more you questionyour limiting beliefs, the more they are weakened. It's like kicking thelegs out from under a stool. Once you weaken one leg, the stool beginsto lose its balance and fall. Think back to a time when you "sold"someone on yourself. We are selling all the time. You have to sell yourideas to your spouse, your children, and your employees - even yourbanker. Maybe, as a child, you sold Girl Scout cookies or magazinesubscriptions to raise money for your school team. That was selling too!

Once you realize you are, in fact, a capable salesperson, you haveweakened that old belief and began to replace it with a new, empoweringone. Look for references to support the new beliefs you want tocultivate. As in the example of the stool, you want to reinforce yourbeliefs by adding more and more "legs" to them. Find people who haveaccomplished what you want to accomplish, discover what they did andmodel their behavior. Remember back to times in your past when you weresuccessful and use that experience to propel yourself forward. If yourchallenge is in sales, read sales books and listen to tapes or attendsales seminars. This is a critical area of your business. One thatcannot be undermined by limiting beliefs.

There is a technique called "fake it until you make it" that works well.I am not suggesting you live in denial, just that you begin to seeyourself succeeding. Visualize your successes. See yourself vividly inyour minds eye making the sale and reaching your goals. Affirm, over andover, that you are succeeding. Write your affirmations daily. Of course,make sure you take the appropriate action. As it says in the Bible,"Faith without works is dead."

Remember that your subconscious mind does not know the differencebetween real and imaginary. Before you go on a sales call, take a momentand mentally rehearse the scene, just like actors and athletes do. Tellyourself, "I'm a great salesperson." Do this over and over, especiallyjust before a sales call. See the sale being made. See and feel thesuccess. You will be pleasantly amazed at the result. Don't take my wordfor it. Give it a try. You have nothing to lose and everything to gain.

It has been said throughout history that what ever you believe, withconviction, you can achieve. Don't be like the poor elephant and gothrough your life stuck because of a limiting belief you were given ordeveloped years ago. Take charge of your life and live it to thefullest. You deserve the best.