Self-discipline is the master key to effectiveness in sales and any other endeavor you may choose. It’s the ability to keep the commitments that you make to yourself, as well as the ability to delay gratification. It’s also the foundation of good character.
Whenever I speak about the attributes that all successful people seem to share, someone always wants to raise the issues of honesty, integrity or courage. But these traits can more accurately be seen as a subset of self-discipline.
Honesty. The ability to be honest requires the self-discipline to tell the truth, even when the truth will hurt you.
Integrity. It’s tough to always walk the walk. But that’s what integrity is. It means that your word is your bond and that you can be counted on.
Courage. Courage isn’t the absence of fear. It’s taking action even though you are gripped by fear. Courage requires the self-discipline to put yourself or your interests in harm’s way. It’s the ability to take action despite being scared, despite an internal voice that says you should retreat to safety.
Delayed Gratification. Of all the things that self-discipline enables, the most important may be the ability to delay gratification. It gives you the ability to trade a lesser reward now for a greater reward later.