 Have you ever been presented with an opportunity, a sales meeting, a date, a challenge, or really anything that had a positive upside and you backed down? Of course, and just like millions of others FEAR stopped you from taking any action.
There’s a chance of failure, and there’s a chance of success, but fear can be crippling. When I was in my 20’s I seem to run the success cycle. I was unstoppable and had lots of failures and lots of successes. Most of my failures came because I was held back by fear and let life pass me by while I made poor decisions. My successes were the result of better decisions that involved me overcoming my fears. Ironically when I went from failure to success, I went back to failure again. The very fears that I overcame to achieve grew to be fears that I wasn’t enough and didn’t deserve the level of success I achieved at such a young age. So I let my fear sabotage my success and took myself right back to the poor house. Over the years I’ve learned to consistently beat back my fears, but not before I came to a critical realization. Fear - False Evidence Appearing Real - really boils down to a feeling that you’re not going to be enough, and that means loss of love for most. When I understood this, it was easy to beat fear with a strategy. If you do your best and succeed or fail, those that truly love you won’t mind. Those that do mind don’t matter, and they have no place in your life. What made success come infinitely easier and beating down fear since those tumultuous years, was really a two-fold strategy. First, I surrounded myself with a different kind of friend, and you must do the same. Make sure your friends and peers are genuinely loving people and they are playing life at a higher level. They must be winning and want to help you raise your standards. Second, I consistently conditioned my mind for success. Specifically, you must write and review your goals at least twice per day, you must ask yourself more empowering questions everyday, and you must visualize your success multiple times per day. In other words, re-program your fearful negative thoughts. Fear is crippling, fear will either impede or sabotage your success and fear is universally experienced. You can overcome your fears if you’re willing to make some minor adjustments. Surround yourself with the right people and feed your brain the right information. You will eat your fear for breakfast.
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 Technology is wonderful, and it’s also a big curse in sales specifically when it comes time to deliver the proposal. While using software to craft and construct the proposal is a necessity, using email to deliver the proposal is costing you lots of money.
Wait, scratch that. Let me put it this way, if you’re emailing your proposals you’re guaranteeing that you will lose the majority of your sales opportunities. Email is one of the single biggest killers to closing the sale. When you email a proposal, you’ve essentially closed the door yourself to communication. Sure its easy to press send, and you certainly don’t have to worry about someone saying “no” right to your face and having hurt feelings. The moment you hit send though, is the moment you’ve given up 100% control of your sale. You just put the prospect in control. They now decide when and how it’s appropriate to respond to you or not. They can ignore you permanently. You will lose to someone who has a $1 lower price, because at the point its all about price. You gave up your differentiation when you gave up control. Don’t use the excuse that email is how your clients and prospects want to conduct business. Of course it is, its easier that way. You must find ways to work around that, um, objection/stall. So what can you do?
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April 2018
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