Comfort is not a prerequisite

Being uncomfortable asking certain questions or talking to certain people is no excuse not to do it. Comfort is not a prerequisite for success in sales. In fact, you could make the case that getting out of your comfort zone is the only way to grow. Everything is difficult before it becomes easy and in sales that is true in spades. Are you uncomfortable talking to strangers (making cold calls)? Do it a bunch of times and it becomes easier. Are you uncomfortable talking about money? Do it a few times and it becomes easy. Afraid to talk to CEO’s? Do it a few times and you will feel comfortable in the c-suite. In fact, top salespeople get paid because they are willing to do the things that ineffective salespeople are afraid to do. Repetition breeds comfort. And comfort paired with skill breed success. So, the best advice I ever got from a sales mentor was to “Feel the fear and do it anyway”. Whatever you are afraid of or uncomfortable with probably won’t happen.

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