Posts Tagged ‘risk takers’

Sales Is All About Facilitating the Angst of Change

Sales is all about change.  You want your sales prospect to change by buying your solution.

How will you facilitate that change will speak to your sales success or failure.

Facilitate is an incredibly powerful word and one that many salespeople tend to ignore. The roots of facilitate are Latin in origin (facere) and translates as “to do” or “to make.”  From facere, the word evolved to “facilis” or translated to “easy.”  In other words, facilitate is simply “to make easy.”

How can you as a salesperson make the change transition to buy your solution easy?  Does this question change how you think about sales obstacles?

Aren’t sales obstacles resistance to change? Possibly you viewed sales obstacles are objections to your solutions?  Yet if you dig a little deeper, they are objections to change and with that change is a lot of angst.

Sales stalls are the surface angst to change. These are usually easy to see and with a little practice can be turned into real sales objections which are deeper reactions usually negative to change.

When we understand we as salespeople facilitate the angst of change, we can then also increase our emotional intelligence because we are now even more aware of the emotional exchange happening or not happening between our prospects and ourselves.

There is enough research about how people react to change.  A good read is Change or Die by Alan Deutschman to understand the far reaches of change.  Our experiences many times reveal change is good, you go first.

The angst of change helps also to explain why some people are risk takers.  Their angst is far less than those who are reluctant to take risks.

And as we enter sales conversations with the goal to make this interaction as easy as possible for the sales prospect, we indeed differentiated ourselves from all those other grays suits.

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The You Go First Leadership Challenge

You go first. Have you experienced what really is a leadership challenge?

leadership-challengeI remember this from my childhood.  My young cousin would push me and say “You go first.”  And I usually did so, in spite of my fears.

One of these times was scaling down a very steep hill to explore some caves during a summer vacation. Another time was diving off a pier and swimming across a very wide and deep channel into a small harbor.

Then of course there was always the “you go first” in school. What student would raise his or her hand first to answer the teacher’s question?

As time went on, I sometimes would hear the “You go first.”  Now some 50 plus year later, I rarely hear this leadership challenge.

Today I observe others with the you go first dilemma. Should I or shouldn’t I is racing across their foreheads at business to business networking events to luncheon meetings.

Who wants to go first?

Those who are comfortable as young children going first probably now as adults are more comfortable going first be it first in business, first in innovation or first in leadership. These in many instances are today’s risk takers.


They do not hold their fingers up to the wind to see which way the wind is blowing. They do not take polls before taking action. No they jump, dive, leap, or step forward without knowing the consequences, but having faith in their purpose.

Yes these forward thinking leaders have fears  just I had fear as I climbed down a 100 foot steep and slippery hill seeking some hidden caves. The “What if I fail fear” was my partner then and still lurks in the shadows even today. No one likes to fail.

What I have learned that failure is part each leadership challenge that I have faced.

My most recent “you go first” was a question I posed to my husband about considering a specific decision. Had I not posed the question, right now things would be different.  We are now both excited about this new leadership challenge we are facing together without any fear of failure.

If you want a different tomorrow, then ask yourself are you willing to go first?  Are you able to face this leadership challenge with the knowledge of you might fail? The gap between today’s results and tomorrow’s’ goals may just start with this simple thought:

You go first!

Leanne Hoagland-Smith, M.S.,  is an executive coach and business growth consultant with a heuristic touch for mid-size to small businesses that are seeking a high performance culture from increase sales to workforce engagement.  Her task is to support forward thinking leaders in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

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