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Told as a fictional account of four people, each
of whom epitomizes the characteristics of a particular selling
"style," Mache provides a clear and graphic description of how each
type goes about selling, what their strengths and weaknesses are -
and exactly what insights each type requires in order to
break through to their next level. What will work well for
a "Performer" (one of the four styles) will not work for a
"Caretaker"; and identifying which type a person resembles is
essential to developing a strategy that turns a routine sales job
into a life of breakthrough achievement. Mache's ultimate goal for
each reader.
"The Four Kinds of Sales People is a must read that cuts to the core of why salespeople and their managers either produce or struggle. It is a breakthrough approach."
John H. Davison, President,
K-ABC Radio Station Group, Los Angeles
"The oldest admonition unto man is 'know thyself.' This book will not only help you identify who you are as a salesperson, but enable you to leverage that knowledge to become the best you can be - if you're in sales, you need this book!"
-- Frank Rumbauskas
Bestselling author of "Selling Sucks!" and "Never Cold Call Again"
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Fear: Friend or Foe?
by Chuck Mache
How many times have you heard comments like this about someone in
business, “He is fearless.” Or, “she has no fear.” I don’t believe
anyone is absolutely fearless. In my view, that would be a license
for total reckless abandon. A more accurate reflection of those who
appear fear-free is, “He doesn’t let fear get in the way.”
Fear can polarize us. We can find ourselves doing nothing accept
being fearful. Fear can cause target fixation as we impose our will
and try to force unnatural outcomes. Fear puts us at a major
disadvantage. We refuse to develop alternative plans because we
struggle with clouded thinking. Logic can be replaced with
unsubstantiated emotion. We can become a hostage to our nagging
thoughts that create an escalated feeling of doom and gloom. Fear
usually keeps us conservative and our business lives go void of any
risk-taking. The bottom line is we get stuck and the fear grows.
The very best salespeople are great hunters. Like the hunter, they
are rewarded for hitting the target. They sell and they get paid.
If they don’t sell and they don’t get paid. I don’t believe that
great hunters are fearless, just like I don’t believe that great
salespeople, managers, or executives are fearless. If you tell me
that a bear hunter walking through an enclosed forest area with a
reputation for Grizzly sightings claims he is free of fear, I’m
going to show you someone who is either insane or lying. They have
too much respect for the 1,000 pound animal that requires a
precision shot to bring down. On the other hand, that same great
hunter understands and acknowledges his fear, recognizes when fear
is calling, and is able to use it to his advantage while stalking
his prey.
The same holds true for great salespeople, or anyone in business.
The truth is those that appear fearless and have a track record of
tremendous success have fear too. They just use it differently than
those who struggle.
Have you ever been in a situation similar to this? Your new client
just signed an agreement putting you way ahead of the previous
year. Not only would it catapult you in your organization and the
industry, and your personal income was about to reach new heights.
Then, the following week, the person who signed the contract is
replaced and in walks a new decision maker. His first order of
business is to cancel all new contracts because of a strategic
change in the direction of the company. There is no real logic to
this cancellation and it absolutely changes the game. On top of
that, the new guy brought all of his old relationships -- including
your largest competitor.
Which of the following reactions best fits you?
After receiving the news you go home crushed by the days events.
You spend considerable time pondering the affects it will have on
your future. You consider the ramifications of finishing the
quarter at the low end of the sales rankings. Your concern grows as
you review your monthly bills. Alternative strategies aren’t even a
consideration. You do nothing but ponder the damage to your career
that has just taken place. You feel hopeless.
Or, you go home and after a few minutes alone in the mental fetal
position, you question your entire identity, purpose, and career
path. Although brief, self doubt rules the moment. A short time
later you emerge out. You hunker down and develop your best
strategy to win back the client using all of the tools available.
Additionally, you identify where you are going to replace that
revenue should you fail. You explore and create options. You
become stronger because you know the fight is just getting good.
Great salespeople have fear. The difference is that the best are
fearful of not being the best, or not winning. Struggling
salespeople are fearful of losing. The real question is not “Are
you fearless?” The real question is, “How are you going to use your
fears to make you better?”
The next time fear has you, try the following:
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Name something that you were fearful of that you absolutely
didn’t get through. We get through everything.
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Develop a plan B and take action immediately. Have plan C ready
to go if need be.
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Recognize what your mind and body does when fear pays a visit.
Invite it in, and then invite it to leave.
Greatness is about going where no others will go — don’t try to
tell me there’s no fear attached to that. The key is to recognize
and use your fear so that it becomes your friend. Healthy fear
tells us we’re on the edge of breakthrough. We’re in the right place
doing the right thing. That’s a little different than letting fear
own us. Now, go be great.
Learn more about Chuck and sign up for his complimentary monthly
newsletter at
www.ChuckMache.com |
