The Essence of Selling Fearlessly

Robert Terson

A former coaching client of mine, Jonathan—I think he’s an all-around good human being and brilliant businessman, I enjoyed working with him—said this to me in an email:

“I have to tell you that I think it’s VERY important for you to explain what selling fearlessly is right when people come to your website. It’s not what I thought. It’s the courage to be true to your principles when you sell, and to recognize that people who are great respond to greatness and want to be a part of it. So, to me, selling fearlessly is not being afraid of striving for greatness, and demanding greatness from those you work with. 

I initially took it as “don’t be afraid of rejection.” That didn’t resonate with me. But selling with courage, that resonates. I want to be proud of what I do, all the time. And I want to be remembered as someone who knew what was the right thing to do, and had the courage to do it.”

I said this to Jonathan:

“…You might want to keep this in mind: these are your subjective reactions, thoughts, beliefs—how you see what “selling fearlessly” means; others may, probably even, see it differently. You never want to tell others what things should mean to them. For some people, overcoming their fear of rejection, failure, could be the whole enchilada. We’re all different. We all have our own perspective. Your perspective resonates with you because of whom you are, because of what you needed to change, become. It’s you, Jonathan. Someone else? It may be them, or it may not be. Every person, every situation, is unique.

I have a whole list of things that “selling fearlessly” means to me:

As Jonathan put it, it means not being afraid to strive for greatness, the courage to be true to your principles when you sell, doing what’s right, and being proud of what you do.

It means not succumbing to fear: fear of the prospect/customer, fear of making cold calls, fear of hearing “no,” fear of failure.

It means always seeing yourself as the prospect’s/customer’s equal, not his fearful lackey. You’re there to bring him great value and you’re not going to allow anything to get in the way of achieving your noble purpose.

It means you’re always mentally tough—you may bend but you’ll never break or quit. It means you always do the work without fail. It means you know your stuff backwards forwards and sideways, to the point that nothing can throw you off kilter. It means you have complete confidence in yourself and your product or service.

It means you wake up every morning excited to go do your work; that you, unlike so many others, never experience the dread of going to work. It means you’re a true Professional.

How about you? What does “selling fearlessly” mean to you? I’d love to hear from you!


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