Being A Little Bit Scared

In the past week, I had a conversation with a client who was keen to grow his business but was not comfortable in going out to sell his business to prospects.

Rather than try and improve my client’s confidence through training him in a sales process, I took a different approach.   I put the proposition to him that his fear of selling came from a place of low self-esteem.  He feared rejection more than making the sale.

In this case my client’s fear was masking what he truly desired being the growth of the business.  Thus, the feeling of fear was the compass quietly pointing him in the direction he wanted to go.

I also pointed out that achieving what he wanted in life & business will be in direct proportion to the level of discomfort he was prepared to accept.  The more he avoided dealing with the fear of selling the less sales he would make.

If my client truly desired to successfully grow the business, he must increase the number of uncomfortable conversations he is willing to have. He had to face up to his fear and do what he was afraid to do.

The bottom line – A little scary is good.

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