Not the relationship bridges but the “head trash” bridges. The biggest barriers are often those between our ears. For example, if you are waiting for the big sale to be decided on, hoping they pick your submission and hoping it will save your month, that’s a Bridge of Hope. If you’ve done your due diligence, there’s no point hoping. Move on. Go prospect for the next opportunity and begin the process of making that a success. At least if the other pitch isn’t made in your favour, you have more in the funnel.
The second bridge can be built around the “head trash” of reliance. You’ve always had consistent business from a client. You rely on it being there like clockwork. What happens if things change and that company, for whatever reason, is no longer contributing to your sales? That is a Bridge of Reliance. We can become comfortable and it kills proactive building of your business. Rely on nothing but your ability to increase your productive behaviors.
The third bridge is the Bridge of Comfort. Comfort can lead to complacency, and complacency is a foot step away from failure. Pushing yourself to make one more cold call, stretching your goals to achieve what you haven’t in the past and building your confidence when things are tough are the stuff of winners.
Burn those bridges. They hold you back. If you don’t burn them, you’ll end up in Wimp Junction which is on the road to failure. It’s that terrible place where you give up on your goals, your job and your family.
Successful leaders in all areas know they have to go beyond what they do now. Actors, musicians, athletes all have to challenge themselves to be at the top of their profession.
It’s the internal challenges that force us to find the courage to overcome Bridges of Hope, Comfort and Reliance, as well as to recognize and deal with procrastination, fear and success.
© 2007 Sandler Systems, Inc. All rights reserved.
S Sandler Sales Institute (with design) is a service mark of Sandler Systems, Inc.
Sandler Sales Institute is a registered service mark of Sandler Systems, Inc.
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