Les Brown shares the story of a boy who was terrified of a dog that he would encounter each day on his way home from school.  As the boy would get close the dog would start barking and growling and it would chase him down the block.  After several days the boy became tired of being chased.  He thought to himself, “I am going to carry a brick or a stick or something and give that dog something to bark about”.


The next day the boy approached the house where the dog was and picked up a brick and carried it with him.  As he drew near the dog, again, started barking and growling and began to run towards the boy.  This time the boy stood firm and held his ground.  As the dog got closer the boy noticed that the dog did not have any teeth.  No teeth!  With this new discovery the boy threw the brick on the ground and told the dog to go away.



The Only Thing We Have To Fear

In professional sales sometimes we run from dogs with no teeth.  We get scared of things that really can’t hurt us.  The thought of what might happen is scarier than the actual reality of the thing.  Winston Churchill once said, “The only thing we have to fear is fear itself”.  That is often the case with many sales people.  Fear holds us back and weakens our performance.


For many of us the fear of making a mistake, messing up or not doing something perfectly causes us to procrastinate doing the things we know we should.  We justify and rationalize not doing the activities that are most important because of our fear of failure.



Paying Our Tuition

We have to remember that failure is part of learning.  Without failure and learning we would never be able to progress and achieve greater things. Failure is just the tuition we pay for gaining experience.  We must have a growth mindset and attitude that allows for learning and development.  We must have a mindset that allows for trial and error.  We must have a mindset that allows for practicing.



The Salesman In The Arena

I love the words from Theodore Roosevelts speech that he gave in Paris, France in 1910.  The speech was titled “Citizenship In A Republic”.  I liken some of the comments in his speech to a professional who in the arena of sales.  He says this:

The Man in The Arena

The Man in The Arena

“It is not the critic who counts; not the man who points out how the (salesman) stumbles, or where the doer of deeds could have done them better. The credit belongs to the (salesman) who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because there is no effort without error and shortcoming; but who does actually strive to do the deeds; who knows great enthusiasms, the great devotions; who spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory nor defeat.”



Time To Dare Greatly

Today is a day to dare greatly for sales people.  Never before have we had so many resources at our finger tips.  Never before have we had so much support, guidance, direction, coaching and training.  We have everything going for us.  Today is a day to dare greatly and to expect failures and mess ups.  Today is a day to expect our face to be “marred by dust and sweat and blood” and to not be afraid.  Today is a day not to follow the path of other “cold and timid souls” who are afraid of the arena.


Could you or your sales team benefit from a refresher on strategies to increase sales motivation and overcome fears?  Email Terry L. Hansen (Terry@HansenGroupCompany.com) with value code: “VALU2016” to receive a complimentary 1 hour training for your sales team.  Offer good through April 30th, 2016.  Do it now!



Terry L. Hansen is a popular speaker, consultant, trainer, and author on helping sales and customer service teams improve their ability to create value for their prospects and clients. He is regularly asked to train organizations on strategies to find more prospects, close more sales, and increase customer loyalty. You can follow or connect with Terry on Twitter (@TerryLHansen) or on LinkedIn (Linkedin.com/in/TerryLHansen). To contact Terry please email Terry@HansenGroupCompany.com or by calling 844-205-5054.