TAKE MY RISK FOR ME… I attended a great Seminar recently. One of those weekend events where you come away very inspired. One of those times where you leave with an actual plan to implement changes in your life. Very exciting! During this Seminar a very interesting scenario played out. Something entirely unrelated to the Speaker or the material he was sharing. There were several empty seats near the front of the auditorium. Seats that had been reserved but were not taken. Early in his talk, the Speaker suggested “anyone who wants a better seat… come up here, they are vacant”. Many people rushed forward and the empty spots were filled quickly. What I noted was one lady who was hanging back yelled to her friend who was near the head of the pack… “Save me a seat! Get a spot for me”. Needless to say, she didn’t end up with one of those seats, she was holding back waiting for someone to take the risk for her. She didn’t want to take a chance and look foolish in case it didn’t work out. One of those episodes in life that we see periodically that strikes an important chord. One of those AHA moments.
Here is your ACTION STEP… does it ever happen that you hold back? Does it ever happen that you want someone to “take my risk for me… find me a seat”? Many people are waiting for a Sure Thing… they avoid risk in an effort to avoid failure. Here’s some examples I see in Sales situations where it is important to take more risk:
1. Prequalify Better at the start of the relationship. Use a set script. This is not a place where “gut feel” is a good idea. There is very little risk in knowing more before you invest time in a prospect. Need scripts, dialogues and closes? Check out this link.
2. Upsetting your Status Quo. What changes have you implemented in your business in the last 90 days? As author Harvey Mackay said, “If you are not implementing change and growing then you cannot expect to succeed in today’s competitive environment”. Example: what about your Sales Presentation… does it need an “oil change”? How long since you risked changing your approach?
3. Closing. How about your top 3 favorite Closes? Could you write them out in the next 60 seconds if we were doing a Coaching call right now? Are they that “top of mind”? More importantly… how much risk do you take when closing? When’s the last time you risked rejection by closing three, four or even five times?
4. Interviewing Inspirational People. When’s the last time you took someone you admire to lunch? How about inviting someone successful to spend an hour with you and interview them to find out how they think? Have some questions ready and find out how do they do it? Ask them about the risks they have taken. Schedule someone new every two weeks.
5. Cleaning out Your Closet. I mean this literally… throw out those clothes you haven’t worn for the last six months. While you are at it, clean up your office. Get your car detailed. Throw those magazines and books that you are hanging on to that have no value. Get a makeover. Liberate yourself! You will be amazed at the freedom that comes with taking this risk.
Don’t be like that lady at my Seminar who wanted her friend to “take my risk for me”. Don’t ask someone to “save a seat for me”. Take your own risks! Have some fun and get out of your box! Here’s the bottom line… Sure Things come in small packages, they’re not worth much. Great opportunity requires you to take some risks. Run to the front of the pack and find your own seat… it’s there waiting for you! NO Excuses.