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Hey gang, welcome to the Advanced Selling Podcast solo episode.
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I m Bill Kasky.
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We re going to be doing this consistently over time.
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Not sure if we ll do one a week or two a week or more, but it s just a quick hit.
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It s a five to seven minute audio and I m going to craft mind around one thing.
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One thing you can do to solve a problem, to get to a new place in your business life.
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And so that s what we re going to be doing.
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Obviously, we ll still be doing the main episode, but so today I want to talk about the one thing
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that you can do to get over any kind of fear or anxiety.
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Now, I know that we re working with pros here.
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You guys are pros.
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You re professionals.
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You ve been around the block a few times.
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But I also know that sometimes we still have anxiety.
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We still have that little inner churn that creeps up on us.
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And when we least expect it, we re getting ready to make a presentation or make a call.
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We get that little thing in our stomach.
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That little thing in our stomach is we can we can bust through it and we can say oh, you know what?
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I feel that but you know screw it I m just gonna go but sometimes that little thing is telling you something and I think that what it s telling you is you re not thinking about things in the right way So my tip today is if you do get that little tinge of anxiety or fear, here s the way to fix it Change who you re focused on Change the locus of focus
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When we get the fear, it s probably because we are coming in on ourselves and we re saying, what are we going to get out of this?
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Or where can we screw up?
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Or what kind of applause do we want?
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Or when do we want the order of the next appointment?
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But I want you to totally change that.
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If you want to get out of that anxiety, and whether you call it fear, uncertainty, doubt, anxiety, whatever you want to call it,
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I used to call it FUD, fear, uncertainty, and doubt.
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I never liked the word FUD.
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I always felt like it was a little, anyway, but I like FAD, fear, anxiety, and doubt.
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So we ll go FAD.
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Then here s what I want you to do.
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I want you to focus on the customer.
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Your role is to help them get their problem solved, whether they use you or not.
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And that s where that whole, that last little sentence fragment, whether they use you or not, is the key that makes all this work.
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If your goal is only to sell them something and you don t really give two cracks whether they get their problem solved or they don t use you, you re in the wrong profession.
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You re thinking about things all wrong.
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So if you want to get over the fear of anxiety, stop thinking about yourself, get your ego out of it, and just make the shift.
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Make that quick shift in thought, and it goes away.
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It s like magic.
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I had a guy the other day that was, he s one of my corporate coaching clients, and he was shooting some videos, and he would always get kind of nervous.
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I couldn t really tell it when I watched his videos, but he said he did, and so I believed him, and so I gave him this, and I said, look, next time you shoot a video, think about the audience, don t think about how you look and how you re perceived and how great you re gonna, don t think about that.
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It s irrelevant.
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When you focus on the customer, the focus on you becomes irrelevant.
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And he did, and then I watched the one he did before the refocus and the one he did after, night and day, totally different.
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And I didn t think the first one was bad.
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So whether it s shooting video, whenever you get that little tinge of uncertainty or anxiety, just refocus.
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Just recognize it s a focus problem.
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I hope this has served you today.
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I will talk to you next time.
Bye.