Selling Scared

Many of my posts have talked about becoming a trusted advisor and the skills you need to develop this status with your prospects and customers. Some people never reach their passion of becoming a trusted advisor that adds value because the level of their fear has prevented them from taking action.
Whether it was asking someone out on a date, requesting a raise, switching jobs, or pursuing your creative passion, fear can totally paralyze a person. Most of the time, these fears don’t come about because of immediate life-threatening circumstances. They’re usually brought about by things that, when looked upon in retrospect, are comparatively trivial. However, we get so worked up in our minds, these fears seem justifiable and insurmountable. n

As a trusted advisor and applying the Quid Pro Quo sales approach, it is has been at these moments I find myself at a crossroad with two paths clearly in sight. One path tells me to face my fears, to move forward with courage. The other path tells me not to risk it, to stay where I am. What most of us do when confronted with such a choice is to weigh the risks and assess the possible outcomes. n

It takes a lot of courage to learn new things, to explore new opportunities, to control the sales cycle and to take calculated risks. The most successful sales people in the world often started with nothing but a dream. These sales people transition themselves into trusted advisors of their industry turned out to be successful beyond imagination. But they weren’t always on top of the heap. It took courage for them to follow their dreams. n
Most people reach a point and convince themselves, “This is as far as I go. This is as good as it gets.” Whether it’s their relationships, their jobs, careers, earnings, or you-name-it, this complacency limits their chance for success as a trusted advisor.

Their fear paralyzes them. Or they lack enough courage to risk venturing into the unknown. Of course the unknown can be a scary place. It takes courage to overcome your fear and achieve your full potential as a trusted advisor.