ENJOYING UNCERTAINTY… Super Speaker Anthony Robbins shares that two of the most critical human needs are Certainty and Uncertainty. The Need for Certainty is fairly easy to grasp. We need to know that there will be food on the table, a roof over our heads, money in the bank and generally speaking… that everything will be okay. It’s the Need for Uncertainty that is more thought-provoking. Uncertainty is all about the unknown. It is the desire for the promises of life and the promises of the future that creates the drive in everyone. In its simplest state… it is why you don’t want to know the ending to a good movie in advance. If everything was certain then life would be pretty boring. In the Business of Sales the Need for Uncertainty is huge! One of the reasons many people choose to be commissioned Salespeople is because they want the promise of a larger income. Consider this thought-provoking quote from Anthony Robbins:
“The quality of your life is in direct proportion to the amount of uncertainty you can comfortably live with.”
In other words, more Uncertainty = a chance for a better quality of life. Robbins goes on to say, “It’s in the realm of uncertainty that your passion is found“. How does all this apply to the Business of Sales? Consider this approach… there must be a certain balance between Certainty and Uncertainty. You want to know that everything is going to be okay but you also want to know that there are great opportunities out there for you. It’s the need for a mixture between “a guarantee and an adventure”.
Here is your ACTION STEP…is important first of all to recognize that with Uncertainty comes risk AND reward. If there was no risk then it wouldn’t be Uncertain… it would be Certain. With Uncertainty there is huge upside… there is opportunity for better results and higher income. Let’s look at some of the areas in your Sales Business where you can introduce Uncertainty to your advantage:
Uncertainty With Reward (ie: Risks That Pay)
1. Cutting loose a troublesome client
2. Asking everyone you meet for referrals (especially your past clients and centers of influence)
3. Taking planned time off and not working 7 days a week!
4. Getting someone to hold you accountable
5. Upgrading your eating/drinking/exercise habits
6. Learning a new script or dialogue that has worked for others (check out “All the Right Words”)
7. Closing one more time than you are comfortable with
8. Prospecting a business source that you have been avoiding
When you think about it, your Need for Uncertainty is a huge asset. It is the difference between a salaried job and commissioned Sales. To paraphrase what Tony Robbins said… “the more uncertainty you can handle, the better the quality of your life will be!“. Take on some new uncertainties today. Take on some new risks. Look at the above list and select two items you can explore this week. Everyone knows people in their lives who are “stuck in a rut”. They are stuck with the Need for Certainty, that is boring! Make sure you explore your Need for Uncertainty. That’s what got you into the Sales Business in the first place. You are blessed with this need… take advantage of it today. NO Excuses.