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Behavior

March 6, 2007

Continuing with the Leonard Atlas series, the 3rd Gear of the Mechanics of Success is Behavior.  Obviously, you must get out of the lab to incorporate the theory.  Therefore, actions are a requirement on the road to desired results.

Atlas points to the #1 problem of paralysis: FEAR. 

What’s to fear? 

Fear is Forget Everything And Run.

Fear is False Evidence Appearing Real.

Fear is not real; fear must be reviewed differently.

When I was selling door-to-door, I used a non-personal mindset.  Because I tend to be wired on the sensitive side, I didn’t like the rejection.  It didn’t feel good.  To survive, I had to come up with a construct that worked for me.  I programmed myself to take a “no” as “I don’t know you” or “not yet.”  The latter was my favorite because it supported my cause.  “After 4 or 5 calls, I’ll get some time with the decision-maker.  When s/he hears what I have to offer, s/he will come to no other obvious conclusion but ‘yes’.

Let me point out that looking for buyers and partners/entrepreneurs is slightly different.  The difference lies in the number of approaches and how often a prospect is approached, among other things.  If selling a product /service, you ought to expect to make several calls after the initial cold call before you get an audience with a decision-maker.  In prospecting for a business leader, if the prospect is looking for a business opportunity, s/he has an idea of the commitment required and ought to be prepared to know if the opportunity is of real interest or not after a reasonable collection of information.  The angle is different because running a business requires a different mindset than being a commissioned employee for someone else’s company.  It's all about how much risk we are willing to take, leveraging the fear to our advantage.

The fear we overlook is the fact that we can be fired at any moment.  Deserved or not, a firing is upsetting and disruptive, to write the least.  Nevertheless, millions of us accept the fact that we overlook some fear, like getting into a car or starting a business, to cling toward “safe” employment.  Gotta do something, right?  Gotta earn a living.  Absolutely.  

I’ve digressed a bit.  Back to prospecting.  So, what is the worst case scenario?

The worst case scenario is the prospect is not interested.  It could be that genuinely, the particular opportunity you are offering is not a passion of their.  Or, the timing may not be right.  For example, the prospect may be attending to an aging parent.  The objection could be honorable.  However, I suspect that most of the time, people are paralyzed due to their perception of reality.

The truth is, as Atlas puts it, “You can’t lose what you don’t have.”  He also states, "You miss 100% of the shots you don't take."  Go ahead, ask for the order!

The best case scenario, of course, is that the prospect is interested.  Then, following-up by providing answers to questions, demonstrating genuine care, will ensure further interest. 

Listen, this stuff isn’t rocket-science nor is it earth-shattering.  I would encourage you to challenge what you think about what you know about fear and stare-it-down.  I think you’ll find that it’s not all its cracked up to be.

JerryWFranklin

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Written by JFranklin · Filed Under Making Money Online 

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