Timid Sales People Have Skinny Kids

Timid salespeople have skinny kids. If you want to be timid, this is not the business for you. If you're afraid to ask the hard questions on these phone calls, forget about it. And it doesn't matter if there's multiple people on the call. Your ability to ask tough questions in the pocket and persist is what makes you courageous. It makes you dangerous. It's not being timid and it's like a callus. It grows thicker and thicker over the time. There's nothing that they're going to tell that's going to disrupt me on that phone call. And the way to not be timid is to fully understand what it is that you've got. But way more important than that, you're changing the conviction to yourself that you will actually pull deals away. Otherwise you're lying to yourself and you know that they can call you back in a month and you'll still give them incentive based pricing. You need to make it as an actual agreement to yourself that you won't do that. So then when you go for the one to recall close, you've set the parameters, they're the parameters.