#3 – Courage – Many times we have the knowledge and we are passionate about what we are doing, but we find ourselves scared to walk into a business and talk to someone. This is almost always because of our expectations and self worth. So, let me address both of these important issues.
Imagine you are on the roof of a building 40 stories up and 30 feet away is another roof top that is also 40 stories up. Stretching across this 30 feet is a solid steel beam that is 6″ deep and 12″ across. Your task is to walk from one building to the other with a 40 story drop beneath you. How do you feel about this task?
Now imagine the same steel beam sitting on the ground in an open field. It is 12″ wide, 6″ deep and sitting on the ground and your task is to walk across it. How do you feel about this task now? These two tasks are exactly the same, the only difference is the risk. If you fail at the first task, you will die. If you fail at the second task, you will step off the beam into an open field and get right back on it to complete the task. Your odds of failing are the same in both cases it is the consequences of failing that have changed.
In the same way, sales professionals play up in their mind what “might” happen at a prospecting visit. They think about how much they need the commission. They think about how their family is depending on them and how they promised their spouse that they would make at least one sale this week. They think about how they need to buy some things for their kids and save up some money for vacation. Before you know it, their entire life and self worth is on the line before they walk into a business and if this prospect says no, they might as well quit and do something else! What happened to this simple prospecting call? They elevated it to 40 stories up.
The most effective way to gain courage is to lower your expectations. When you walk into a business, don’t think about yourself at all. Think about the prospect and how you can help them. Think about how much you would enjoy talking to this business owner and learning about their business. Realize that if they don’t want to talk with you, it is their loss not yours because you will simply move on the next prospect but they will miss an opportunity to improve their business.
I hope these short little tips help you overcome the 3 weaknesses of sales professionals in every industry!
Have a great day in the field,
James Shepherd
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