Go Out on a Limb
Most people associate risk with danger and when we’re in dangerous territory we’re uncomfortable. But there is an upside to taking calculated risks and being a little uncomfortable.
Take an apple tree for example…the fruit grows at the tips of the branches, not next to the trunk. You have to be willing to go out on a limb, where you might not feel comfortable to get the good fruit. For your sales life to be fruitful…you need to do the same thing…you need to get comfortable being uncomfortable.
On today’s show discover:
- …why it’s important for your sales career to embrace the uncomfortable;
- …how to get past those things that might be holding you back;
- …and why getting uncomfortable might be the best thing you’ve ever done for yourself.
We Love Our Comfort Zones
It’s human nature to move toward those things that are comfortable. We do love our comfort zones! But when you look at people who have found success whether in sales, sports, business or any aspect of life you see people that got outside their comfort zones and become comfortable with the idea of taking risks and trying new things. In fact, many of them are not only comfortable taking risks they actually thrive on it. Mark Zuckerberg, founder of Facebook once said
“The biggest risk is not taking any risk. In a world that’s changing really quickly, the only strategy that is guaranteed to fail is not taking any risks.” – Mark Zuckerberg
When you’re not taking risks you can get “stuck” simply doing what’s comfortable and then you miss out. You don’t give yourself the chance to expand your horizons, improve yourself and ultimately realize all of the success you want. Avoiding the uncomfortable is perhaps the biggest limiting factor for most people.
What is Your Biggest Opportunity
Chances are, that is your biggest opportunity for growth!
- Maybe you avoid calling prospects;
- Or asking for referrals;
- Perhaps you avoid talking with customers about their hot buttons;
- Or you avoid using your sales script;
- You might avoid using your rebuttal process to overcome objections;
No matter what your biggest opportunity is; the first step is recognizing that avoiding it means you’re limiting your own potential. This all sounds so simple, and it is! So why do we avoid these things so much?
Here are some common, unfounded fears people have when it comes to embracing the uncomfortable and trying something new.
You’re Not Good Enough
You fear you’re not good enough to do this new thing. This is illogical and (like most fears) not based on anything solid.
When you first learned to ride a bike you may have felt this fear. How many times do parents hear kids say “I can’t do it”. This translates to the adult world in phrases like “that doesn’t sound like me” or “I’m just not cut out to do that”, “I’m not a salesperson”.
Change your inner dialog from “I can’t do it” to “I can do it”
Fear of Making a Mistake
Many of us are afraid to make a mistake even though mistakes are necessary. It’s how we learn. When you learned to ride a bike you fell down and that taught you how to balance.
Fear of What Others Will think
Sometimes we’re so concerned about what others will think of us we avoid those uncomfortable situations all together. But we’ve all been there and your true friends will admire you for getting outside your comfort zone.
“Those Who Mind Don’t Matter, and Those Who Matter Don’t Mind” – Dr. Seuss
A lot of new things are hard and usually the harder they are the more value they have (if they were easy everyone would be doing it!) Learn to enjoy the challenge and the satisfaction you get when you overcome it. Even learning to ride a bike is hard at first but once you master it, it’s as easy as….riding a bike!
How to Make the Uncomfortable Comfortable
If you want to get good at it you could:
- read any one of a thousand books on the subject,
- watch instructional videos,
- attend seminars;
- and study great motivational speakers.
But in the end, the only way to become a great public speaker is to get up in front of a group of people and speak. And…every time you do it it becomes more and more comfortable for you.
Here are a few other strategies that can help you embrace the uncomfortable.
Smile when it’s uncomfortable. Believe it or not if you can smile while you’re uncomfortable, you can learn to be happy with the feeling.
Take it One Step at a Time
Let’s say you’re uncomfortable asking hot button questions. Start by asking just one and see where the conversation goes. As soon as you feel comfortable asking every customer at least one hot button question, force yourself to ask everybody two.
Understand Your Fallback Position
Take a hard look in the mirror and ask yourself what do you do when things get uncomfortable? Where do you go? Now consider what happens if you don’t go there? If overcoming objections is uncomfortable for you perhaps your fall back is “ok well call us back when you’re ready”
So why do you say that instead of using your rebuttal process?
- It’s easier
- It’s more comfortable
- It’s not as risky
But what happens if you simply read a rebuttal script instead? What’s the worst thing that can happen? They just say no again right? But what if…they say “yes”? And do you think if you started reading your rebuttal script every time, you would get better at it? And do you think as you got better more people would say yes?
Just Do It
There is no wading into uncomfortable waters…you have to dive in head first and go for it and realize that If you feel uncomfortable, you’re doing something right and you’re growing and getting better.
- Identify those places in your sales career, process and customer interactions that are uncomfortable (they are your biggest opportunities)
- Overcome unfounded fears
- And just do it…..
I want to challenge you today to do that thing that makes you uncomfortable in your sales process. At worst, you’ll fail and learn a valuable lesson. At best, you’ll succeed and be on your way to bigger and brighter things!
Today’s One Two Punch
Get Comfortable being Uncomfortable
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