My two are not some super freakish kids. They’re like most kids their age who believe they’re good artists and dancers and that they can be presidents one day. Little kids engage in life with no hesitation about anything they do.
But little by little, fear takes them over and they become adults who would rather swim with sharks than dance or sing in public, and who settle for mediocre lives and careers. Unless it’s addressed, fear only grows until it cripples people.
I’ve seen it in myself. Things like haunted houses, roller coasters, and snowboarding down advanced level mountain runs used to not even faze me. I was fearless until the day I started thinking! Thinking can be a good thing, but over-thinking can create hesitation.
For some salespeople, winning behaviors and sales techniques come naturally. They lead prospects through auto or model home demonstrations without an ounce of hesitation. They ask the tough financing questions as casually as they ask for a client’s name. And they feel like asking for the sale is doing the client a favor, not being intrusive. They don’t define these behaviors as fearless—they just say they’re following the sales training process that gives the prospect the best experience. If you asked them what they have to lose, they’d say, “Nothing.”
This week, take the attitude of a three-year-old who believes that nothing is impossible. How would you treat every prospect if you passionately believed that it’s possible to sell to 100% of the prospects who walk through your door?
How would you approach them if you knew that 100% of your prospects were unconsciously begging you to convince them to buy a product that will improve their lives? No fear.
Here’s to earning what you’re worth!
JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.
FORREST PERFORMANCE GROUP specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.