p>What value does the past have? You certainly cannot change it, some people say it has no relevance whatsoever. Successful people have determined that the past is, just that, in the past, the only real value the past provides is to learn from it.

Unfortunately, many people are stuck living in the past. If you have dwelled in the past, either it’s positives or negatives, you may be guilty of Reach Back or After Burn.

Reach Back is the all to common desire to rewrite history or change events that have already occurred. It is a natural desire to change those events that did not go as planned, but you cannot do anything about it. “I wish” and “if only” are wasted efforts to alter the past that can never be changed.

After Burn is a similar look back, but in this instance the guilty party is still basking in the glow of a long since extinguished flame. “Did I ever tell you the time when” and “you do not understand, I used to be…” may have been true once, but they are no longer happening. There is no problem recalling past successes, simply remember not to keep trying to live off the glory of those past efforts.

Use the past for what it was intended, learn from it. Remember to always look ahead and set goals for the future, or ask Sales Concepts for help by calling 440-575-7000.

P.S. The remaining September & October training calendar is now available online at http://www.salesconceptsinc.com/schedule.aspx. Also, mark your calendars for our Client Appreciation Holiday Party, November 17th.

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