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Stop the sales insanity


Whether you are a salesperson or an executive, are you stuck in your sales comfort zone and unwilling to change? Are you living the definition of the "Sales Insanity Comfort Zone" (doing the same thing over and over and expecting different results)? Charles Darwin said, “It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.” 

I have a belief that there is no status quo.You’re either growing or dying. Remember the old saying that "If you keep doing what you've always done in the past, you'll get what you have always gotten"? No longer true in today's economy. Today your competitor is trying to get a bigger piece of your pie by innovating, trying new things, training their people, finding new and different ways to beat you.

Stay in your comfort zone and you lose in the world of sales. Are you selling the same old way that your prospects have seen a million times? I know many companies and salespeople are. I see it constantly, and your prospects are ready for you. They know when you use “x” technique they will respond with “y” technique since they have seen “x” a million times.

Be willing to expand your comfort zone, and learn to fail in doing so. One of our rules we train is, “You have to learn how to fail in order to win.” How? Be willing to get out of that dreaded comfort zone.

Take risks. Expand your boundaries, and never take any setbacks and failures personally. Once you do, you will stop expanding that comfort zone. Below is a poem I read long ago. I don't know who wrote it, but I like it. Hopefully you will also and find it helpful.

I used to have a "Comfort Zone"
Where I knew I couldn't fail.
The same four walls and busy work
Were really more like jail.
I longed, so much, to do the things
I'd never done before,
But I stayed inside my "Comfort Zone"
And paced the same old floor.
I said it didn't matter
That I wasn't doing much.
I said I didn't care for things
Like houses, freedom and such.
I claimed to be so busy with
The things inside the "Zone."
But deep inside I longed for
Something special of my own.
I couldn't let my life go by
Just watching others win!
I held my breath and stepped outside
To let the change begin!
I took a step and with new strength
I've never felt before,
I kissed my "Comfort Zone" good-bye
And closed and locked the door!
If you are in a "Comfort Zone"
Afraid to venture out,
Remember that all winners were
At one time filled with doubt.
A step or two and words of praise
Can make your dreams come true.
Greet your future with a smile;
Success is there for YOU!!!

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Gary Harvey

Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or gary.harvey@sandler.com.


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