In sales there are several activities and tasks that can be uncomfortable, boring, difficult or scary.  How we deal with fears, procrastination, comfort zones, habits, negative thoughts and emotions all require a large degree of self-control and self-discipline.  Self-disciple is what allows us to overcome the things that hold us back in sales.


However, what do you do if you have a massive fear of rejection?  Or, how do you overcome a blistering hatred for cold calling and appointment setting?

Help is here


Have you heard Mel Robbins speak before? She is an American on-air CNN commentator, television host, author, speaker and contributing editor for Success magazine.


She is fond of saying that the secret to getting anything you want (in sales) is understanding that “You will never feel like it.”  What does that mean exactly?  It means, in sales, we will never feel like cold calling and scheduling appointments.  We will never feel like “firing” a hard to work with client.  We will never feel like asking about our prospects financial budget before sending them a proposal.  There are a hundred things in sales that we will never feel like doing.


So how do we overcome the tendency to procrastination on these things?  Or how do we avoid not doing the activity because it is uncomfortable or scary?



Mel Robbins shares a secret tactic called “The 5 Second Rule” that all of us can use to overcome our fears and tendencies to hold back when the sales situation calls for being assertive and confident.

Below is a short 5 minute video of Mel Robbins explaining how to use the 5 second rule.  You and I can apply this 5 second rule to overcome our worries, fears and hesitations when it comes to the difficult tasks in selling.  Finish reading this and then check it out:



  • We will never be “ready” or “feel like” doing the hard stuff in selling.
  • We can, however, practice and prepare to do the hard stuff.
  • Fear is a habit we develop, not something we are born with.
  • We can gain more control over what we think.
  • Fear is a silent killer of our best sales opportunities.
  • Taking action in the face of uncertainty is the right way to overcome our fears.


Using the 5 second rule in our selling allows us to develop greater self-discipline.  With stronger self-discipline we will be able to do the hard things needed to close more sales and increase our revenue.  So, what are you waiting for?  5, 4, 3, 2, 1… Go!


Have a great rest of the week!


Terry L. Hansen

Toll Free: 844-205-5054

Direct: 208-696-0589


REMEMBER: Don’t just sell. Create value, do work that matters and make a difference for your clients.