Article

Selling Scared

Topic: Sales TrainingFeaturing BOB BeckPublished March 8, 2009

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Many of my posts have talked about becoming a trusted advisor and the skills you need to develop this status with your prospects and customers. Some people never reach their passion of becoming a trusted advisor that adds value because the level of their fear has prevented them from taking action.
Whether it was asking someone out on a date, requesting a raise, switching jobs, or pursuing your creative passion, fear can totally paralyze a person. Most of the time, these fears don’t come about because of immediate life-threatening circumstances. They’re usually brought about by things that, when looked upon in retrospect, are comparatively trivial. However, we get so worked up in our minds, these fears seem justifiable and insurmountable. n

As a trusted advisor and applying the Quid Pro Quo sales approach, it is has been at these moments I find myself at a crossroad with two paths clearly in sight. One path tells me to face my fears, to move forward with courage. The other path tells me not to risk it, to stay where I am. What most of us do when confronted with such a choice is to weigh the risks and assess the possible outcomes. n

It takes a lot of courage to learn new things, to explore new opportunities, to control the sales cycle and to take calculated risks. The most successful sales people in the world often started with nothing but a dream. These sales people transition themselves into trusted advisors of their industry turned out to be successful beyond imagination. But they weren’t always on top of the heap. It took courage for them to follow their dreams. n
Most people reach a point and convince themselves, “This is as far as I go. This is as good as it gets.” Whether it’s their relationships, their jobs, careers, earnings, or you-name-it, this complacency limits their chance for success as a trusted advisor.

Their fear paralyzes them. Or they lack enough courage to risk venturing into the unknown. Of course the unknown can be a scary place. It takes courage to overcome your fear and achieve your full potential as a trusted advisor.

Article author

About the Author

Bob Beck has over twenty-eight years of experience in creating, expanding, and running organizations with an unsurpassed record of accomplishment. Having been on the ground floor with three self-funded start-ups as a senior executive and led their growth through IPO. Bob is truly a unique resource. Bob is a former board member of publicly traded software firm and has been an executive partner to several firms. He is founder and CEO of Sales Builders Inc., a dedicated professional development firm that offers training, speaking, and consulting all geared to help organizations grow. He developed the ever popular and growing "Quid Pro Quo" series of training courses that has now been taught in ten countries and is being used with unsurpassed results by many firms throughout the U.S. Beck has also started and sold two companies himself. www.SalesBuilders.com In 2009 Beck authored the bestselling book, "Winning in the 5th Quarter, Applying the Secrets of football to Your Life Strategy Playbook”, which can be found at www.winningq5.com ,Amazon.com or BarnesandNoble. This is an inspiring comparison between the lessons that should be learned from the game of football and the attributes of success that can be applied in all of our lives. Beck's insightful book called, "Are we in a Depression or is it Just me? Executing Positive Change to Get Results in a Down Economy" offers effective strategies that should be employed by organizations and individuals when things get tough. Beck explains how 'operational prudence' must be deployed and how over the years buyer-seller relationships have eroded in many ways. The dehumanization of selling in business today is affecting the entire buying/selling process worldwide. In this book Bob suggests ways to be successful and the required changes everyone should make in a down economy. Beck believes it is insanity for any organization or individual to think they can do the same things over and over when the market changes and achieve the same results. In 2005 Beck Authored the book, "Mutual Respect-The art and practice of the Quid Pro Quo Selling approach", which can be found at www.MutualRespect.net, BarnesandNoble, or Amazon.com. In 1999 Bob was asked to contribute to INC. Magazine's book, "310 Great Ideas for Smarter Selling". You can find Bob's philosophies and tactics profiled in many leading trade magazines, on-line blogs and radio programs. Whether you are the CEO of a fortune 500 organization or a sales person on the front lines Beck's books, CD's, whitepapers, and articles can be your guiding light to success! http://www.BeckProducts.comn

Selling Scared

About the Author

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