Like most sales leaders, we follow Agile Selling author Jill Konrath. We were thrilled to have her speak at the IES in April 2014. In this video blog, she addresses another one of our major topics: sales grit. Check out her video. The complete text is below.
Jill Konrath Asks, “Sales Grit: What Have You Got to Lose”
Stepping out of your comfort zone is always tough. Your brain starts screaming at you, “Don’t do it. You might fail – or worse, make a fool of yourself.”
Then it releases a good dose of cortisol, a stress hormone that makes you want to escape from this awkward, fear-inducing situation.
The truth is, that’s how our body is wired. But, if we want to get better at our jobs, it’s a continual battle to fight this natural tendency of ours.
And, on the positive side, things do get easier over time. It’s like we have a sales grit muscle – and the more we use it, the stronger it gets.
I’ll never forget one of my first acts of sales bravado. In cold calling, I’d uncovered a really good prospect for a new copier. I’d analyzed their needs, given a demo and finally came in with my proposal.
Dan, the store manager – and also my prospect — said it all looked good, but he still didn’t have corporate approval. So I left, feeling really dejected.
Taking After sitting in my car for a few minutes, I decided I couldn’t leave without the order. So I marched back into the building and told the receptionist that I needed to see Dan again. When he came out, I said, “Dan. I’ve been thinking. You know you want to go ahead with this. How about we get the contract signed right now – and I’ll hold it till you get the big okay.
“That way, I can expedite the order as soon as it comes in. And, if I doesn’t, I’ll tear it up.”
Inside, I was shaking as I said it. Outside, I looked calm, cool and collected.
You know how he responded? He said, “Sure. Great idea.”
I was shocked. I thought I’d get kicked out. I never, in my wildest imagination thought that it would work. But it did. And I learned a lot.
If you don’t ask, you’ll never know how things might turn out. Also, how you ask makes a difference. I wasn’t tentative. I appeared confident and competent.
So here’s my challenge to you – what can you be braver at today? What can you try that you haven’t done before?
Do something! Get out of that comfort zone — and grow!
Originally posted on www.jillkonrath.com.