Tuesday, October 06, 2009

Do you Have IT?

from my email:

Are You Gutsy, or Wimpy?

By Drew Laughlin

Being able to get out of your comfort zone and do
something you really don't want to do is called "having

Knowing what you should do and not doing it because
you're afraid of leaving your comfort zone is called
"being a wimp."

If you take a look at the successful people around you,
you'll notice how often they are willing to go outside
their comfort zones to achieve something they want.

They understand that having guts is essential to being
successful. It doesn't matter to them if they're comfortable
or not.

They just do what they have to do to go where they want
to go.

You've got to have the guts to do something that others
won't do. If you can consistently do the things that your
competitors don't do ? or more likely, won't do ? you will
be in the top three percent of your field.

Remember, your competition sits in their comfort zones,
never to leave. This presents huge opportunities for you.

For a lot of people, asking a prospect about budgets or
the decision making process is very difficult. It takes guts
to ask those questions.

Stretch beyond your comfort zone and reach heights
you've only dreamed about.

Asking tough questions is essential, though. Go beyond
what's comfortable for you and ask,

"Do you have a budget for this type of project?"

Follow up with "Do you mind sharing it with me in round

People are not used to hearing quality questions like that.
It leaves them with no option but to answer the questions.


Because they don't want to leave their comfort zones by
telling you they can't answer your questions.

Let's take it one step further and talk about price, a pretty
common obstacle that salespeople face. If you have the
guts to stick to your price when someone gives you a
little push back, you are going to be more successful
and you're going to make more money. When we
understand the value of what we offer, we won't
automatically reduce price just because a customer
raises an objection.

This principle can apply to any employee in any role.

Just because someone pushes back on an idea or
suggestion does not mean you have to cave in. Sure,
you don't want to be a jerk about how you respond and
butt heads with another person unnecessarily. However,
having the guts to stand up for yourself and what you
believe is the right thing to do. When you do that tactfully,
you'll gain tremendous respect.

Finally, it also takes guts to close the sale. If you can ask
for the sale consistently, when the time is right, you're
going to dramatically boost your sales income.

Have guts to do the things that you might be a little
scared of right now ? things outside your comfort zone ?
and success is sure to follow.

Now Take Action
How can you go outside of your comfort zone today?

Is it by asking questions in a meeting, confronting someone
who's done you wrong, or asking someone for help?

Whatever it is, chose one and do it now. Have guts!

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