A director of sales who used to work for me quotes something I used to say to HER with the salespeople on her team:
“Every day do something that makes you feel like you’re going to throw up.”
Then I saw Jill Konrath’s post “This Scared Me To Death…” so, of course, I had to read it.
In this post, Jill tells the story of rappelling for the first time… and being frozen at the top of a cliff, unable to begin the descent.
After a long hesitation, the expert leader engaged her in a gentle conversation, which distracted her enough to reset her courage… and she was able to maneuver over the edge.
There are so many interesting lessons in Jill’s story, which is why I love her blog posts and her books.
I mean, there’s courage, sure, and the power of an expert to get you moving again, the gentle nudge of someone who’s on your side yet can push you beyond your comfort zone…. or help you push yourself.
Jill says:
“It’s so easy to get complacent in our life and career. To stop trying new things. To be less than we are capable of being. Rather than experimenting with new approaches to our sales challenges, we fall back on our tried-and-true strategies… Trying new things is risky. Our clumsy attempts often fail and we feel foolish.”
Taking risks, pushing our comfort zone, feeling fear, being embarrassed, questioning ourselves, and experiencing frustration… that’s the sales profession for you. Having a good storyteller like Jill Konrath in your inbox and on your bookshelf helps us keep those sales lessons personal and pointed.
This week I challenge you to look inward for a moment (or three) and determine which inside sales “thing” you go out of your way to avoid…
…A question you don’t ask
…The job title you never call above
…Difficult conversations you’ve been dodging
…A topic you skirt
…That technique you’ve never tried.
Now, decide to DO something small, so little it may make you burp – but not actually throw up.
THEN – do it AGAIN.
Here’s to confronting our fears… and doing it anyway. Be bold!
Cheers,
Lynn
ps. School will be out in a month, and families will start taking vacations. What do you say when the person who picks up the phone says, “I’m sorry, he/she is out for two weeks on vacation.” Do you say “okay” and hang up the phone? If you are allowing a prospect’s calendar to affect your success, click reply. It’s time to talk.
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