Special Announcement: Change, Fear and How to Overcome It

In this short episode I have a special announcement regarding the Sales Babble podcast. If you haven’t heard already my wife and best friend, Denise, just accepted a position as a principal at a new American school in Zheng Zhou China. I’ll be joining her on this move. It will be a huge adventure for us and we’re very excited.

Don’t worry. It will not affect the production of the Sales Babble podcast. The show must go on.

Change, Fear and How to Overcome It

I use this experience to talk about change, fear and how I overcome it. Moving to a new job, a new home, cold calling, or closing a deal can generate stress and fear. These are challenges we face daily and far too often people avoid them to their peril.

I have a process I use to address new challenges. Below are the three steps I use to embrace change and set aside fear.

Wake up To the Fear – See the challenge for what it is, and what it’s not. Have faith it will all work out. Consider the worst that can happen. Most likely you can overcome the worst: hang up, lost deal, lost job. All of these events are temporary. Focus less on the loss but on the opportunity it creates.
List the Challenges – Make a list of every obstacle you will face, and how to overcome it. By writing down each challenge, each issue becomes small and doable. Now the fear is manageable.
Work the List Daily – Build a schedule and walk through the list, addressing each challenge 1 by 1 until they are all done. Daily progress evaporates fear.

Links Mentioned in Podcast

Denise is starting a blog The Journey Of A Thousand Miles. You can keep up on her journey there.

As I mentioned I started a blog on sales a few years ago. It was based the Tao and the writings of Lao Tze called the Tao Te Ching. I called this blog The Tao Te Ching of Sales The foundation of this blog is in Sales Babble. Great sales is about balance: Not too Pushy, Not to Wussy.

Here is an example posting:

Buying Signs From The Tao Te Ching of Sales

If you want to demonstrate a solution
you must first allow the buyer to question it
If you want to generate curiosity
you must first allow them hold it
If you want them to understand
You must first let them describe how it will meet their needs.

Look for subtle behaviors of ownership.
To close a deal you need only ask,
will this work?

Want To Talk? Contact Me.

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