Be Bold: I Promise It Won’t Kill You – by Jeff Shore
Summary: We expend an incredible amount of energy internally reacting to things that have not, and likely will not, ever happen. By doing this, we give life altering power to fiction!
Sales professionals are particularly good at believing what could be vs. what actually is. This is probably because in sales, there is an excess of unknowns. We start out not knowing our client or what they want and need. We don’t know how they are going to respond to our presentation. We don’t know if, ultimately, we are going to make the sale.
With that many unknowns, it’s no wonder that we so easily play out sales scenarios in our heads. The problem is that we tend to play out worst case scenarios based solely on fears that are rooted in our own discomforts, long before anything in reality justifies us going down those mental roads. We extend an incredible amount of energy internally reacting to things that have not, and likely will not, ever happen. By doing this, we give life altering power to fiction!
It is debilitating to live in fear of the worst. In order to be bold about our sales discomforts, we must start with brutal self-honesty. I encourage people who work in sales to pinpoint the exact things they dread in the sales process and then yes, by all means, go ahead and play out in their minds the absolute worst possible outcomes they can imagine. And then I like to remind them that whatever sales discomfort they have played out to it’s movie-worthy end is not going to kill them. This is good news.
The jumping off point in learning to be bold is complete honesty about our discomforts. The next crucial step is to play out a realistic scenario that is not based on our fears. Once we realize that we have been reacting to outcomes that are not actually possible, we are freed up! And freedom is the closest thing to a magic pill that you will ever encounter.
This is one of the amazing things about making pre-decisions to be bold: doing so comes with an inherent freedom.
Jeff Shore is a highly sought-after sales expert, speaker, author and executive coach whose innovative BE BOLD methodology teaches you how to change your mindset and change your world. His latest book, Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance, is forthcoming from McGraw-Hill in January 2014.
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