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Life Health > Running Your Business

Do something that scares you

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During my vacation to Mexico a few weeks ago I had the opportunity to go zip lining. Zip lining is a sport in which you hook yourself up to cable and zip across a rainforest or, in my case, a swamp. Suspended several stories above the ground, you zip along the cable from one landing area to another. (I love theme park rides and this was an equivalent experience.)

I admit that I was nervous; my hands were wet with sweat as I waited my turn, especially while waiting for the first line. However, it was another person in our group, Peggy, who really inspired me.

Peggy admitted that she was afraid of heights but she still embraced the challenge. She was so apprehensive, her knees were actually shaking. But when it was her turn, she hooked herself up to the cable and off she went. At the end of the day, she was excited to have done it and proud of herself.

I found her courage inspiring and it got me thinking about the fears some have about selling.

  • Cold calling. Very few people enjoy cold calling. However, if you take the time to develop a great opening script and then make the effort to just start dialing, that fear often diminishes relatively quickly. The key is to believe in your product or offering and to take the initial plunge.
  • Asking for the sale. Many of the people in my sales training workshops are reluctant to ask for a sale. They usually find that when they summon up the courage to ask for a prospect’s business, they don’t get the negative reaction they thought they would. After all, most prospects and clients expect you to ask for a sale.
  • Trying new sales approaches. If you want to succeed in today’s new business climate, it is imperative that you use new approaches. However, many people balk at this because they are uncomfortable with new things. Resist the natural temptation to revert to your old tactics. Try something new.

If you are serious about improving your sales, step out of your comfort zone and try something new. You may be surprised with your results.

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Kelley Robertson helps sales professionals master their sales conversations so they can win more business at higher profits. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at


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