Comfortable Discomfort

“The only way to grow is to feel uncomfortable.” Tony Robbins said this. In sales, discomfort should be the norm.

Yes, growth happens with discomfort. So does progress and increased activity. All of these things lead to more sales. More sales leads to more money.

In short, learning to enjoy discomfort is the key to growing your earnings.

Comfort Kills Pipelines.

Comfort creates disillusion. Comfort fuels the idea that a seller has sold enough and can relax a little. Take the foot of the gas.

Prospecting is usually considered to be the most uncomfortable task in sales. Not surprisingly, when a seller feels comfortable, prospecting is the first thing to leave the calendar. Why not? The seller just made a bunch of sales. They are good.

Until the seller is not good. It was the prospecting that generated the sales. Without the prospecting, the pipeline dried up.

Now the seller joins the income roller coaster that everyone loves. The second the prospecting stopped, the seller lost control of the pipeline.

Pipelines are not a sure thing. Just because there are promising prospects in the pipeline does not mean all of them will close. And there is no guarantee when the prospect will sign.

Without new prospects going into the pipeline, the pipeline will turn stale and unpredictable. Prospecting might not be the easiest thing. It is the most essential to selling successfully.

Discomfort Creates Growth.

The hardest worker is usually the luckiest. If you believe in luck that is. Which I do not.

Luck is a creation of hard work. The intersection of preparation and opportunity.

The seller putting in the hard work will usually close more business. And they will make it look easy. This happens for no other reason than the seller’s skillsets have evolved through the hard work.

Just doing the hard things made the seller better. Time in the trenches has created calluses and sharpened the mind. What was hard for some is easy for those who put in the work.

Working out creates tension and strain on muscles. This creates stronger muscles.

Sales is the same. Doing the reps creates strength. Learning in the hard areas of the profession teaches things that cannot be taught elsewhere.

There is no shortcut to success. Just a bunch of stairs that need to be climbed and obstacles that need to be overcome.

Discomfort is Natural.

Spend so much time in discomfort that it feels normal. Continue to seek challenges. Each one will push you farther and allow you to accomplish more.

When you look back at the beginning, the difficultly you faced there should look easy. Getting comfortable will slow growth. Sure you can grow reading books and watching videos.

The real growth will always be found by those that do. So do the hard things until they are easy. Then find new hard things to master.

The result will be accepting challenges that you never imagined and seeing success that you only dreamed about.

Take Aways.

Comfort is the enemy of the pipeline. Run to comfort and you are turning your back on your growth. Seek challenges. Seek discomfort.

Don’t talk about it. Be about it.