fbpx

Sales and Courage

Part I:

YouTube video

Hey guys,

This is a 3 part article on Sales and Courage.

So… I was speaking with some of our new SDRs in the company I’m working with…

They are fresh out of college,

Brand new to the workforce…

And talking about the challenges of making cold (warm) calls….

Before I get into that, I had a similar conversation with our CRO (Chief Revenue Officer)…

All of us spoke about the challenges of outbound calling or getting an organization to make outbound calls…

(especially in today’s age)

And my CRO mentioned this concept of “leaning in”

Bare in mind, this isn’t the first time that I heard this idea…

I’ve been practicing “leaning in” probably ever since 2011, when I decided to embark on a mission to improve my interpersonal and communication skills…

What is “leaning in?”

Leaning in means when you feel nervous, or when you feel a bit scared, to lean in to that fear…. To kiss it, to embrace it, to dance with it….

Whatever you want to call…

Lean in to the fear….embrace it and move in that direction.

Don’t run from it.

Embrace it.

Kiss it.

Move towards it.

You’re not going to learn how to make outbound calls by reading a book.

Make a fucking call, and you’ll learn as you go.

I once heard Tony Robbins talk about the way we learn…

It’s much like how a child learns to walk…

First by crawling…

Then by picking himself up…

And stumbling…

And picking himself up…

And stumbling…

And picking himself up…

Until he learns to walk….

But adults on the other hand…. Often times when they try something for a few times…

They tell themselves,

“Oh, I’m not very good at this, this must not be for me.”

Dude,

Can you imagine if we had the same attitudes for babies learning to walk???

“Oh hey, you’re son keeps falling down…

He must not be good at walking…

I don’t think it’s for him, you should tell him to give up” LOL

Outrageous, right? Yeah, that’s what I thought as well

Anyways,

Sales is hard, but the thing is, once you accept that… it becomes a lot easier.

It’s like seeing a beautiful woman who captures your senses and for a moment, takes your breath away…

Or approach a man you find strikingly handsome or well put together…

The fear or butterflies never really fully go away….

You’re going to have to lean in…

But that’s what it makes it exciting…

When you book that meeting, or you get that number, or when you make that connection…

In his book “Max Out Your Life” by Ed Mylett

He calls these “butterfly moments,”

And he says how when he’s at the end of his life, the only stories he’ll want to tell, and the only memories he’ll want to remember are the butterfly moments…

And I agree….

Part II:

YouTube video

Hey guys,

So in part I talked about leaning in to the fear…

And it wouldn’t be fair unless I shared with you a tactic I used to help me do this…

I learned this from Tony Robbins,

It’s called an “Incantation”

Basically it’s an affirmation, but done aloud, using your body & physiology to engrain the affirmation deep in your nervous system…

I would literally repeat this over and over for 15mins/day over a span of years…

Although I don’t do it for 15mins, I still do this exact one today….

Here it is:

“I, Tommy Jia, see, hear, feel, and know….

That I am Courage!

I am Faith!

I am Determination!

I am Passion!”

I mean, you can use whatever emotions you want, but remember….

I used to be someone that was so scared, that the old Tommy wouldn’t even ask the waiter for ketchup at a restaurant…

So I would literally yell this while I was on my commute to work…

I did this for years…

And I knew it started working when after a few weeks into it…

I was at a stand up comedy show in Hollywood…

Sitting in the front row…

And in between sets…

The DJ was playing rap music…

And I was feeling it, so I was bumping my head up and down…

And then the DJ saw me and was like, “Yo! Why don’t you go up there and freestyle for us?”

And to my own surprise…

I hopped up on the fucking stage and started freestyling!!!

After the show I was walking out, and I was like “Oh shitttt…. This ‘Incantations’ thing is working….”

Yep, that’s a TRUE STORY.

Also,

I’m sure you guys have heard the saying that “Courage isn’t the absence of fear, but acting in spite of it”

Well, Courage actually comes from the French word “coeur…

Which means “heart

So you see,

Courage is of the heart.

Cheesy? Maybe…

But it’s the mothafuckin’ truth.

Part III:

YouTube video

Continuing on the topic of courage and overcoming fear…

The reason why I think this is such an important topic is because sales is really not that complicated….

I mean,

It sure isn’t rocket science…

The reason why it’s “hard” for most people…

Actually the reason why it’s “hard” in general….

Is because of the mental aspect

Because you have to hear “no’s”…

And deal with a frustrated prospect… or a rude prospect sometimes…

And let’s be honest… people don’t want to hear “no”….

It can be “scary” for them…

And that’s understandable.

Since we were young, we’ve been conditioned to want to be accepted…

And liked…

It’s natural…

And really, we haven’t be trained or conditioned to be able to deal with adversity…

But instead of diving into all that…

Let me ask you a question…

A question that will be an absolute TRUTH BOMB…

That might absolutely SHIFT your entire view of sales…

Let me ask you this…

If you currently feel any sort of fear, nervousness, or resistance to cold calling…

And reaching out to your prospects…

“What fear do you have if you’re genuinely providing value?”

Seriously…

What fear do you have if you’re GENUINELY providing value?

I mean…

What are you scared of if what you are SELLING…

Will GENUINELY help your prospect solve his or her problem??

See…

You must understand that if what you are selling…

Will genuinely help your prospect solve a problem…

Maybe it’s to save them time, so they can spend more time at home with their daughters and wife…

Or maybe it’s to save them money, so they can go on that nice vacation to Hawaii that they’ve been wanting to go on…

Or maybe it’s to help them EARN more money, so they can pay off their credit card loans they’ve been carrying around for 10 years….

You must understand if what you’re selling will genuinely HELP your prospect…

You should have NOTHING to worry about!

You would be DOING THEM A FAVOR!

You would be providing a great service!

You see,

That is an absolutely pivotal mindset shift in the perspective of a salesperson..

Whenever I’ve seen someone make that shift or realization…

Their performance INSTANTLY improves….

Because they stop getting in their own way!

They stop focusing ON THEM…. And they start FOCUSING on the CUSTOMER.

They stop worrying about whether or not they will get a “no…”

And they start focusing on how they can go out and better SERVE THEIR CLIENTS….

THAT is the shift you want to make as a salesperson or if you’re looking to get into sales…

Once that shift is made, it makes all the difference in the world.

You see,

This idea is really the essence of the “secret” of selling….

A wider “secret” that lies behind what makes for universal successful selling…

And that is…

Taking the focus OFF OF YOU….

And putting it ONTO YOUR PROSPECT…

It’s about HELPING your prospect… NOT what you can get…

It’s about LISTENING to your prospect’s needs… NOT about being a slick talker…

It’s about focused on SOLVING A PROBLEM…. Not about meeting your quota….

If you FOCUS on SOLVING PROBLEMS, HELPING YOUR PROSPECT, and GENUINELY UNDERSTANDING YOUR PROSPECT….

Everything else will fall into place, I promise.