Sales Is Like Riding A Bike!

When my oldest son Chaz was a child, he couldn't ride a bike.  Not his fault...we lived in an apartment at the time and room and safety was an issue.    We moved into a house and the promise of buying him a bike was fulfilled.  Problem was, he didn't want to ride it without the training wheels...until one day some neighborhood kids laughed at him.   "Dad, I want to take the training wheels off," he said holding back the tears.   I had encouraged him to do it weeks earlier, but knew the time would come when he wanted it bad enough.   We took off the wheels and he got on the bike.  The things that made it stable were gone and for the first time, he couldn't place both his feet on the pedals unless he moved forward...built momentum.   Even with me holding the back of the bike to steady it, he would panic when it was time to put the second foot on the pedal.  The bike would shake and he would "abort".   "What scares you?" I asked already knowing the answer.   "I am afraid to fall," he responded...now in tears.   "If I put the training wheels back on, would you be afraid of falling then?"   "No," he replied.   "But you have fallen even with the training wheels on, right?  That means that falling is still possible no matter what.  I will leave it up to you...training wheels or not?"   "No training wheels," he said with a little more resolve.   We had a long driveway that was mostly straight and had a slight elevation.  I started him in the middle and held on for several attempts as he pedaled and learned balance and steering.    About the 10th time, I took him a little higher up the driveway.  I took him about half-way with me holding on.  As you have already guessed...   I let go.   I still continued to talk to him to let him know I was there, but he was doing this all on his own.  He was still telling me to "hold him" not knowing I had let go.  He looked over his shoulder, saw I wasn't there, panicked...   and fell.   After he self-assessed for broken bones and realized he was ok...I started to laugh.    So did he.   For my newbies that have first time jitters I have 3 things to help you take off the training wheels;   1. Know your fears - what really scares you?  If it is rejection...get over it (sounds easy but must be done for this profession).  Rejection is going to happen.    If it is a fear of failure then review your goals and visualize your success until courage comes - it has to be internal.  The two will give you insight into who you are and what you are capable of.    Determine to be persistence in spite of rejection or temporary failure.  One lost opportunity does not make a winner "quit"...they keep going.  Resolve to be persistent until experience brings you competence and a succession of events will bring confidence.   2. Know your product.  Memorize the features.  Convert those features into benefits that your clients need.  Know what your product will do...and wont do.  If possible, experience the product at work in your life and build a belief in it.  Timidity (fear) is sometimes manufactured because you don't really believe in the product.    3. Know you limitations and stay on the straight path.  Most sales people don't start with finesse and skill.  They start out as order takers.  The closes they get are from people that need what they want and they are proficient enough to deliver the product.  That may help you close 15% of your opportunities.    How do you get to a 40% closing rate? The experience of objections, rejections, falling and failing will teach you the "little" things along the way that help you evolve...get better.  No one closes 100% and you will not either, but you must take the training wheels off and start pedaling.   For over the past decade, I have had the great fortune to be able to train brand new agents.  They are ambitious and enthusiastic and ready to take on the lifestyle that is sales.  I usually get the question,   "Do you ever get nervous?"   What me?  International author, speaker and trainer.  Builder of billion dollar companies...    Ok...yes, I still get nervous, but then I remember Chaz on that bike...less than 6 months later, he was building ramps and jumping over boxes. Converted fear had turned into skill.  That skill brings confidence in trying new and daring things.  New opportunities open new possibilities of growth and development...facing a new set of fears and challenges with a faith in your abilities.   Having seen 1,000 of sales people make the same progression, I am qualified to say that...   Sales Is Like Riding a Bike!   Until tomorrow, I wish you Money, Power, Success!