Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance by Jeff Shore

Author:Jeff Shore
Language: eng
Format: mobi, epub
Publisher: McGraw-Hill Education
Published: 2013-12-09T18:30:00+00:00

Destiny is not a matter of chance; it is a matter of choice. It is not a thing to be waited for; it is a thing to be achieved.

—WILLIAM JENNINGS BRYAN

Think about your New Year’s resolution to work out and lose weight. You made the decision, and you had every intention of sticking with it, but you didn’t factor in the discomfort in advance. You made the resolution without being honest about the fact that sacrifices would be required. So when it came time to work out and the discomfort roared, you cowered and retreated to your comfortable place: the sofa. (“I’d better start slowly, since I’m out of shape—maybe tomorrow.”)

CBT has the power to take a complex situation and break it down into bite-sized pieces with small, easy-to-accomplish steps. When we break down a problem into small steps, it becomes simpler to understand. This also leads to a sense of mastery with regard to a specific point, providing a sense of control over something that before felt uncontrollable.

Back to Bill. The problem is that Bill sees his fears of telephone prospecting as a complex situation with a great deal of history and no easy solution, and he is correct. The objective, then, is not to avoid the problem at the time of the discomfort, but rather to plan for both the discomfort and the response before it happens. The discomfort will still be there, but a new response will have already been decided upon. Pain is inevitable; misery is a choice, correct?

Later in this chapter, we will break down the elements of this decision into some simple steps. Right now, we’ll leave it at this: Bill must decide his response in advance of the discomfort. If Bill simply waits for the discomfort to arise, with no premeditated decision on his part, he will respond from the primitive, emotional side of his brain. And what will this part of his brain instruct him to do? Run! But if Bill chooses his response in advance of the discomfort, he will make the decision from his logical brain, a decision that will yield far better results.

Bill has two choices here:

Option 1: Wait for the moment and respond emotionally.

Option 2: Decide in advance that when it is time to make the calls, he will, in fact, make the calls!

Is it really that easy? Well, no. And . . . yes! There are steps that need to be taken, which we will address shortly. But you need to understand that this is a decision of the will, and the will can be persuaded. The boldest, most successful salespeople on the planet have the same choices to make as you and I do.

In thinking this through from his logical brain, Bill comes to a deeper question: what is the right thing to do? This changes everything. Suddenly there is a moral component to the decision. As Bill grapples with this question, several other considerations pop up:

• What is my company paying me to do?

• What

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