Put Your Fears Into Perspective
I love U.S. history. I study it and collect it, with a focus on the founding of America. I am fascinated that a group of motivated, ambitious, very young men created the principles, laws, and documents that became (and remain!) the foundation of the United States.
Jefferson was 33 years old in 1776. He wrote the Declaration of Independence.
James Madison, who was Washington’s chief political advisor during this time was all of 25 years old. He convinced people to support the Declaration and American Independence. Then he wrote the Bill of Rights and is credited with being the chief author of the Constitution. Much later he became our fourth president.
Alexander Hamilton was 21. He was Washington’s aide-de-camp during most of the Revolutionary War. He first created and then convinced Congress to support America’s entire financial system. He also founded the U.S. Coast Guard and served as Washington’s first Secretary of the Treasury.
It’s stunning, and difficult to wrap your mind around the fact that these children created America.
And they did so knowing death at the hands of the British was not only possible but likely.
The last line of the Declaration of Independence reads “We mutually pledge to each other our lives, our fortunes, and our sacred honor.”
They knew what they were risking.
In fact, five of the 56 signers of the Declaration were captured as traitors by the British, tortured and killed. Another twelve had their homes burned down.
And they did the right thing anyway.
What about us, in sales?
As an old business mentor used to say, nobody is shooting at us.
Our only risk is rejection. The customer might say no.
And it is our fear of this outcome that keeps most of us from picking up the phone.
If you call your customer proactively, when nothing is wrong, you will be one of the only ones doing this in his or her life.
We think everybody is calling, but the truth is that almost nobody calls.
We think everybody is asking for the business, but almost nobody is.
Because almost everyone is afraid.
Let’s put our fears into perspective.
And then let’s use this perspective as fuel to do the work that sales success requires.
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My clients add 10 to 20% annually to their sales -- every year -- by taking simple action repeatedly and systematically. My clients are manufacturers, distributors and service companies in mature industries like lumber, pipes and valves, chemicals, and steel. If you would like to add 10-20% to your sales quickly and easily, call me directly at 847-459-6322.