STOP the fear cycle!

Monday I mentioned that courage isn’t the absence of fear.

Most people I’ve met over the years aren’t exactly forthcoming with what they ARE afraid of.

Especially to their boss.

Especially when the fear is around what they’re required to do for career success.

This typically means they hide their fear, instead of embracing courage. Thinking it will go away – if hidden deeply enough.

The crazy thing about courage is you’re still AFRAID, yet you are choosing not to let the fear control your actions.

Today’s challenge is to bring your fear out into the light. Share your fear with a friend… a coach… maybe even your boss!

It will amaze you at how insignificant it sounds out loud to someone who believes in you.

Here are a few I’ve heard recently:
> I’m a fraud and can’t do this job.
> I’m not going to be able to keep up with my bills.
> My kids will have to take out loans to go to college.
> I’ll lose this deal.
> I don’t make goal.

Notice that all of them could begin with “what if”?

Most of our fears are around not knowing. Knowing requires action. Hiding your fear means you’ll never know.

Stop the fear cycle!

Courage isn’t the absence of fear

When I was little my Dad told me that courage isn’t the absence of fear, rather it is what makes you keep going when you’re terrified.

Which is why the final of my Top 5 #InsideSales Leadership Tips (for my 50th) is “The only things that require courage are those that scare you.”

I work to do at least ONE thing each day in my career that scares me.
> making a difficult call
> asking a question that makes me uncomfortable
> trying someone else’s way
> stopping things that were good habits once, but are no longer serving my success
> looking at opportunities differently

What scares you?

Be brave, take courage, do one thing EVERY DAY you know will move you forward – but scares the bejesus out of you.

pick me… pick me… pick me…

For the last three weeks, we were talking about decision making and my mantra Decisions require – brainpower, time, and money.
1. brainpower to think about the change.
2. time to implement it.
3. money to spend in making it happen.

Last week I declared that the money decision “is not a PRICE decision – it is about money as an available resource.”

Price conversations come AFTER a decision has been made to spend money. At that point, the decision is about both who to spend money with and how much it will cost.

This is when salespeople are jumping up and down like little kids in gym class shouting pick me… pick me… pick me… . Perhaps not ACTUALLY doing this, but in your prospects mind – this is what it looks like.

Let’s take a step back and consider what the prospect is actually choosing.
* the salesperson
* the conceptual piece of what they getting
* the company selling the “thing”
* the actual “thing” they are buying
the FINAL choice is how much it costs.

the salesperson
If you’ve ever walked out of a store, car dealership, or hung up the phone and just looked at it in disgust when buying something – you know what NOT choosing a particular salesperson is like.

Choosing them is sometimes a much more subtle thing. This choice is personal; do you feel listened to? is there an understanding of both your excitement over a purchase and the fear of making a bad decision? can you trust them?

You get the idea.

the conceptual piece of what they getting
Most sales training doesn’t talk about this part (at least in my experience). What is the IDEA or CONCEPT your prospects and customers need to buy into before they buy FROM you?

The idea of adding a vendor. The concept of how your offering is different than what they use now.

This is the non-tangible piece of the sale – even when you’re selling something tangible when they actually buy from you.

the company selling the “thing”
Vehicles are the easiest example of this. Everyone has someone in their life that says “I’d never buy a __________ (insert car manufacturer here)!!!!!”

Plus, for everyone who says that you can probably think of a few people – for the same manufacturer – who would change that sentence to read “I’d ONLY buy a…”

Prospects have to buy into the company before they will buy anything.

the actual “thing” they are buying
Product choice is always talked about in sales training. Features… benefits… you know the drill.

how much it costs
Cost is a two part decision.

>> part 1 do I have enough money?
This isn’t about YOUR price vs. the competition. It is a decision about spending money vs. not spending money.

The prospect is deciding between the risks around doing something vs. the consequences of doing nothing.

>> part 2 is this the best price I can get?
FINALLY… the last piece of the decision puzzle. Is this the best deal. Of course there are entire sales courses on this simple question.

*whew* I’m exhausted writing about making a buying decision! That is probably why our prospects are as well. Plus we didn’t even get into the fact that in a corporate sale – there are multiple people making all these decisions simultaneously.

CELEBRATE Success (especially the little ones)

My #4 Top 5 #InsideSales Leadership Tips (for my 50th) is Ignoring success doesn’t breed more success. Celebrate & make it repeatable!

In my own day, with my teams, and my clients – I look for the little moments of success to CELEBRATE.

I find that if I can catch people doing the right things, they do MORE of them.

I’m not a psychologist but it probably has something to do with positive reinforcement.

It also has something to do with accountability. When someone tells me about their goals and the actions they will take to get themselves there; they EXPECT me to hold them accountable.

When I catch them doing what they’ve committed to, it reinforces the action.

Plus all those little moments create habits. Those good sales habits add up to HUGE success. Celebrate them all.

I also think it helps with my attitude… the more good actions I catch people doing, the better I feel… the better I feel the more I look for people doing the right things. That is another thing to celebrate!

Decisions require – brainpower, time, and money (3 of 3)

Here we are in part 3 of 3. Part 1 focused on brainpower, part 2 on time. Which leaves money!

Decisions require – brainpower, time, and money is one of my mantras.
1. brainpower to think about the change.
2. time to implement it.
3. money to spend in making it happen.

Today let’s focus on MONEY

This is not a PRICE decision – it is about money as an available resource.

Price conversations come AFTER a decision has been made to spend money. At that point, the decision is about both who to spend money with and how much it will cost (which will be NEXT week’s post).

If using brainpower and time to implement are available – a decision will still not be made if money isn’t available to make it happen.

As salespeople, we ask questions about money for this very reason!

“is there money allocated for __________?”
“what does the budget for this look like?”
“how will people react when you tell them it will cost $$$ to do this?”

Side Note: in business, there are times when budgeting exercises have to be done to make money available at a later date.

As a salesperson, you have to decide (see there is one of those pesky decisions) whether the “if I get the money approved” is worth spending your brainpower and time on a budget proposal.

The money it costs you is in potential lost revenue because you weren’t working with prospects and customers who have their money right now.

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