Along with his professional credentials, our guest speaker explains how his earlier school background as a high diver is the genesis for the research that he has done on courage. His story as a springboard diver forced him to face his profound fear of heights in order to eventually become a member of the US high dive team. Courage is often referred to as the first virtue in business and leadership. Courage allows you to do things that are hard, scary and challenging. The sacrifice paid is often to encounter your fear. There is a danger is the status quo, there is the risk in action and also a risk of inaction as competitors start to bypass us.
Sales Expert Interview covers:
- Fear of failure
- Courage building training
- Helping others uncover their “high drive”
- Finding your assertiveness
Fear of failure
How do you get to the point where you know you might fail but you feel like it is the right thing to do right now? Fear of failure and fear of looking foolish is a big block for many, eventually, you need to get to the stage that you realize the risk is bigger by not acting
Steps for courage building training
In your courage building training programs what are your steps to get people to become comfortable with being courageous. Bill breaks it down into three types of courageous and working through each separately: try courage, trust courage and tell courage. By introducing these types of courage then look what is worth applying courage to?
How do you help people uncover their “high dive”:
Where are you playing it too safe? What are you avoiding doing that you know you should be doing? With those answers, you can be pointed into the direction of the purposeful thing you should be doing and addressing the fear.
Vulnerability, how do you help people get over that?
What are your criteria for trust? How does it relate to relationships? Who do you trust the most? What are the characteristics of that person? If you don’t have trust, it impacts results. In a leadership role, you need to have trust to have a strong team.
Tell – finding your assertiveness:
Your fear is getting in the way; denying people to hear your voice, your ideas, and your innovations. It’s holding you back and it’s holding back others from the benefits they could receive if you had the courage to cough up your voice. Bill shares a technique to implement with your supervisors to help establish a trust to be assertive when the assertive behavior is required.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.