Wednesday, 19 July
Today's Topic
Fear

Skill

Sometimes fear can motivate sellers, and other times it can be crippling. And because you know occupational hazards don’t go away on their own, you have to create a plan for dealing with them.

If asked, "What creates fear in you as a seller?" you might be unable to articulate a good answer. Good! That means you aren’t living in fear.

However, there are times in every seller’s life when "Yeah, I"m afraid of that" might leak out of your mouth.

It could be triggered by getting a new manager. It could be because you’re hearing whispers about your new quota. All of those things are legit at causing some form of anxiety.

Sellers straddle the line between stability and emotional chaos. Fighting through fears, big and small, defines you. How you fight is different each day, but certain fighting codes are needed if you’re gonna cash those big commission checks.

Every seller on the planet has to fight through fears; it’s the cost of doing business.

Sellers live on the promise of big wins, herculean conquests, and high highs. Yet not every seller has the same game plan to navigate the bumpy road to those wins. Undoubtedly you’ve developed some mantras and habits that get you to keep moving forward; that’s the most important code: keep moving forward.

The second code to battling real occupational hazards is – are you ready? – you have to develop a set of codes that will help you. Some sellers use podcasts to keep them going forward. Some read books. And some follow MySalesDay religiously! The TOP 10% do all of the above and then some.

Ask any seller if they are motivated by fear, or by a sense of achievement, and they’ll look at you with a straight face, a subtle wink, and answer, "YES!"

That’s the way it should be. Fear does not have to be a bad thing. Fear has been imprinted into our DNA for a reason. Using it to your advantage becomes the ideal.

Do

Sales jobs can be rough…it’s natural to have fears, but help is on the way. Someone in your network has experienced and felt the same things you’re feeling and they’re happy to help.

While you’re out for your break today, whether that means walking around the block or sitting in your yard, consider what you fear about your job. If it helps, write down the items in the Notes app on your phone.

Consider everything and anything, no matter the size of the fear. The exercise is not designed to assign you as judge and jury, it’s designed to get a flashlight on the darkness.

Once your list is made – no matter if it’s one or two items – it’s time to create a plan that will shrink these fears. That’s next.

Fears exist in every job, whether or not you’re in sales. But commensurate pressure exists when compensation stakes are high – as they are in the sales profession. Pressure and stress cause fear, right?

You play a high-stakes game with many variables, the biggest of which is a quarterly flop that could lead to being put on a PIP or something worse if performance stays below standards. And while you know you could go sell widgets for another company, you like the one you’re selling for now.

You’ve labeled your fears, now straighten your spine and ask for help. Thousands before you have gone through whatever you’re dealing with…why not enlist their help? Review your network and highlight a few names of those you think can help you. You’ve probably done this before and have been surprised at how easy it is to find a willing aid. And, of course, you’ll pay it forward when you get an SOS call.

Once you and your friend rendezvous, the script is pretty simple, "Hey, I’m struggling with the thought that I am getting ignored by my manager, and it makes me feel vulnerable…can we talk?" Whatever it is.

Your motivation for taking this step is simple: sellers unencumbered by fears (aka "fearless") are more productive and fulfilled.

Label ’em. Ask for help. And keep moving forward!

Tomorrow - June 25

Did your competitor have a good Q2?

Today - June 24

"I thought that buyer LOVED me."

Read More

June 22 - 23

Mindfulness/Self-care

Read More

June 21

On this day, Jaws appeared in theaters

Read More

"Thinking will not overcome fear but action will." W. Clement Stone

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