Getting outside your comfort zone is scary. Inside your comfort zone you feel confident, knowledgeable and above all safe. But outside your comfort zone who knows what will happen! “They could reject me if I push too hard”. “They could get mad at me if I call too often”. “I could blow the whole deal with that question”. If you have ever had any of these thoughts or similar ones, then you know that you have bumped up against the walls of your comfort zone. The most common reaction is to retreat well within the confines of the very safe comfort zone. But growth demands that we break through those walls. The interesting thing is that whatever we are afraid of happening when we go to the other side of the comfort zone … usually never happens. What is even more astounding is that life outside of your comfort zone can be much easier. If I am afraid to ask tough questions for fear of what will happen, I most probably will end up working harder with less qualified prospects with far less results. Once I get comfortable with asking better questions, they seem far less risky. Therefore, I ask them regularly and get better and richer information. I disqualify many prospects quicker and increase my chances of success with the ones I do pursue. I therefore spend less time making more money. Who doesn’t love that? But it all starts with asking what seems to be a tough question and breaking out of your comfort zone. Once you realize that life is easier outside the walls of your current comfort zone, you will have the motivation to take the risk and ask those questions or do other sales-related things that scare you today.
