When you become the leader of an organization, start a business, or take on any kind of entrepreneurial path, oftentimes you are also met with fear and doubt along the way. On today’s show we’re pleased to welcome Alex Goldfayn, keynote sales speaker, CEO of The Revenue Growth Consultancy, and Wall Street Journal bestselling author, to explain entrepreneurial mindset issues facing many today and what you can do to overcome them.
If a million people think about a business to start, the number that actually does it is in the three or four figures says Goldfayn. The biggest difference is, instead of getting paid every two weeks, you’re only getting paid when you sell. He says an entrepreneurial mindset has to be a hunting mindset.
Goldfayn says more than anything else, fear is what holds us back. Fear is the strongest emotion and it over empowers anything that stands in its way. It plows over good intentions you might have. He says fear is the reason why we don’t do the things we know we should do. It’s also the reason we avoid these uncomfortable actions. Fear leads to procrastination. Procrastination is death to a business. Goldfayn also says entrepreneurship demands action.
One thing you can do is focus on things you have done well. Goldfayn says to write a positive self-talk script. Another technique is to try something once. The first action gives you an outcome, energy, and motivation that can lead you to the next action.
If a person rejects you or says no, what happens is the person or prospect saw that you put in the effort. Secondly, they heard your voice and the name of your company. Lastly, they know they can purchase the product from you. Goldfayn says, don’t think of a ‘no’ in your phone call as a failure or a loss. Sometimes, it’s about timing and the customer will remember you when they need your product or service.
|Related: The key to overcoming fear and rejection as a salesperson in the car dealership|
The single most effective tool to grow your sales is to pick up the phone and make proactive calls. The phone is also the most avoided tool because you hear the rejection personally. Goldfayn says, make 3 calls a day and then follow up. Anything that you’re avoiding because of fear, do it first thing in the morning.
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