Over the weekend, while skiing at Whiteface Mountain, I thought of you. Standing at the top of Skyward—3,166 feet above the base—staring down a steep black diamond run, I saw hesitation in the skiers around me.
Not only is it a long way down, but the drop from the lift onto the trail is steep. Some people just stand there… staring, frozen with a lump in their throat.
Sound familiar? It should—because sales can feel exactly the same way.
How often do you find yourself stuck, staring down at:
- Asking a tough question
- Cold calling
- Trying a new technique
- Selling a new product or service
- Talking to high-level decision-makers
- Calling someone new
That lump in your throat—you can feel it right now, can’t you?
What’s Stopping You?
Take a second and write down what’s creating that lump for you. Seriously, do it.
Now, let’s talk about why you might be stuck.
1. Are You on the Wrong Trail?
Maybe you’re simply not ready for this particular leap.
Before you beat yourself up, take a step back and assess:
- What don’t you know that’s holding you back?
- Is there another approach that still gets you to your goal?
- How can you acquire the skills you need? (training, mentorship, books, etc.)
2. Does It Look Steeper Than You Thought?
Sometimes, you do have the skill—but the reality of the situation is more intimidating than expected.
This is where a leap of faith comes in.
- Don’t just stare—act! Overthinking only fuels fear.
- Success is measured after the leap. You won’t know what you’re capable of until you try.
- If you want to move forward, you have to move. Don’t wait for a push—take the step yourself.
3. Is Fear of the Unknown Holding You Back?
When we can’t see past our doubts, we hesitate—even when the skies ahead might be clear.
Try this instead:
- Approach the unknown with curiosity, not fear. Shift your focus from “what if I fail?” to “what can I learn?”
- Think back to one great thing in your career that happened because you took a chance.
- Take a buddy! You don’t have to do this alone—who can join you in tackling something new?
4. What If You Fall?
Fear of failure is the #1 reason salespeople hesitate to try something new.
But let’s break it down:
- FEAR = False Evidence Appearing Real. Don’t let imaginary obstacles hold you back.
- Say your fear out loud to a friend, then have them ask, “And what’s the worst that can happen?” You’ll be surprised at how small your fear actually is.
- Worry is just negative energy we attach to imagined outcomes. Choose a different emotion—or (even better) take action and create a real outcome instead.
Now, Take the Leap
Remember that thing you wrote down earlier? The thing that gives you that lump in your throat?
Now do yourself a favor—figure out what needs to happen to remove that fear and go do it.
Because here’s what happens when you finally take the leap:
- Fear turns into exhilaration.
- Dread is replaced by confidence.
- That lump in your throat? Gone.
And in its place? A deep breath, a smile—and the realization that you did it.
Now, what’s your next leap?