Years ago, when I first got out of college, I worked selling investment properties. One of the successful brokers counseled me with this advice: “Don’t flunk courage.” I never forgot it.
From my perspective, courage is a trait top salespeople share. The good news is courage can be intentionally developed.
What does “courage” in sales look like? Here are some aspects of it:
- You make the first prospecting call of the day, knowing that starting is the hardest part.
- You always make one more prospecting call.
- You do what needs to be done, regardless of how you feel.
- You block time for prospecting.
- You have written goals.
- You measure your activity.
- You regularly disqualify opportunities and walk away.
- You discuss “what happens next” with your prospects.
- You’re okay with silence on a sales call.
- You give your prospects permission to say “no.”
- You protect your time as if it’s your most valuable asset. Because it is.
- Each day you do the hardest thing first. As Brian Tracy says, “eat the frog.”
- You know there will be rejection, but you move forward anyways.
- You have resource (money, time, people) discussions with your prospects.
- You ask for referrals.
- You don’t buy into that it’s slow in the summer and around holidays.
- You ask, in the right way, what needs to be asked, regardless of how uncomfortable it is.
- You call on prospects and titles that you’re nervous to call.
- You work on yourself, improving your capabilities, recognizing and altering your limiting beliefs.
- You solicit and accept feedback.
- You’re kind to yourself. Yes, this takes courage. Most of us are very good at beating ourselves up.
More good news: You don’t have to be courageous all day long, just at a few key moments. So don’t flunk courage.