Michael Oher’s adopted father Sean Tuohy (The Blind Side) was interviewed by Seattle Times sportswriter Steve Kelley. Asked how Oher became such a dominant player to be taken in the first round, Tuohy responded that “His talent didn’t change. His confidence changed.”
If you’ve been in sales and business for several years treading water and not making the breakthrough you feel you’re capable of, it may not be lack of talent. Maybe it’s just the lack of confidence. There are hundreds of ways to increase your confidence. In Oher’s case, he needed someone to believe in him so he could believe in himself. Hang around with people who believe in you.
It’s where belief comes from: Doing little things you know you can do instills confidence. If you know you can make one cold call, make two. If you know you can ask for the business once, ask twice. Confidence grows with each small success.
From Mark Twain: “In Paris they simply stared when I spoke to them in French; I never did succeed in making those idiots understand their own language.”
You have a great product. It works as advertised. It can make the customer money. It’s inexpensive. It’s easy to use. You have testimonials. But still…he won’t buy.
You begin to question your sales abilities. What’s wrong with me? What am I doing wrong? Why can’t I make him see?
Don’t beat yourself up. Some people don’t want to be helped, no matter what you do, no matter how hard you try. I overheard a Costco floor demonstrator for weight loss tablets being candid and honest with a potential customer: “Don’t buy these if you don’t want to really lose weight. You can’t lose weight if you don’t want to lose it.” An honest salesperson bearing the blunt truth.
Further proof some people won’t act for their own good? Couch potatoes who won’t exercise even though it will improve their hearts and lungs. People who won’t learn because it’s not worth the effort. Smokers who say they can quit but never do. They know what they’re doing is wrong. They know how to fix it. But they don’t want to be helped. By you or anyone else.
Mark Twain it and move on. Find someone wants your help.
Some are knuckleheads: You don’t always know what’s going on behind the scenes you’re not privy to. Be there for others, but if they don’t want you, don’t be offended. Someone is looking for you.