We need the guts to succeed in business, become top salespeople, earn a substantial income, and live our best lives. Brevity, courage, and guts! But is this something we’re born with, or do we learn and develop as we go? We need the strength of character to push through the first three times we hear “no,” to shrug off the criticism, to keep our cool, and to keep moving forward. Keep reading for helpful pointers on building the confidence you’ll need to achieve your goals and realize your potential.
To know we have the right answer and that charging ahead full force with confidence is the right move, we need that insight into ourselves that someone might call the gut feeling. While it’s true that some people seem born with more courage than others, history is littered with underdogs who rose to the challenge when they had to. It’s not always the case that we’ll be the same people tomorrow as we are today.
In 2019, I read “Play Bigger,” written by the founders of a Silicon Valley advisory firm, explaining why it’s not about winning the game; it’s about changing the game. I’ve read quite a few books with a gutty theme, but this one takes the cake. I don’t believe we are born with guts; I know I wasn’t. I was always the tallest girl around—typically the tallest person as a child—so I stood out. Growing up in a country where I was a rare minority also made me feel like I stood out. Early on, it was a feeling of discomfort, but I didn’t have a choice; I learned to accept my uniqueness. After I embraced who I was, being outgoing and engaging came naturally. However, entering the workforce as a salesperson was an entirely new challenge.
I was resilient enough to keep going even after hearing “no,” but the cumulative effect of all those rejections eventually led me to doubt the product and, later, myself. I gave up not once, but twice. When I was in college in the early 2000s, I was open to exploring different career paths, but in 2007, every interview led to a sales role that ultimately seemed like divine guidance, so I went with it. With time and effort spent training, I not only learned to actively pursue my goals, but I also came to believe that I was worthy of achieving them. A strong sense of self-worth is the source of the conviction that helps us persevere through difficult times and drives us forward. This, to me, is the essence of having guts.
I don’t mean a sense of entitlement; that’s not our goal. We are after a sense of peace or comfort in being confident throughout our careers. We can find the motivation to keep going by relating it to something we’ve already conquered in the past. Over time, we persevere so often that our attitude expects us to overcome. That’s where the guts come in.
We must be brave for our future selves; overcoming a current hurdle now will grow our confidence later and boost our self-confidence to make the future easier.
Step by Step
Practice like crazy. You will inevitably make mistakes, but sometimes you’re going to win, so chase that win through those failures. Be smart, and don’t make the same mistake twice or keep running into the same wall; figure out how to maneuver around it.
Many books are out there that can act as a business biography and an encouraging coach. I learn a lot from reading about the successes and failures of others and understanding their experiences.
Reading List:
- “Play Bigger How Pirates, Dreamers and Innovators Create and Dominate Markets” by Al Ramadan, David Peterson, Christopher Lochhead and Kevin Maney
- “Peak Performance: Elevate Your Game, Avoid Burnout, and Thrive with the New Science of Success” by Brad Stulberg and Steve Magness
- “Flip the Script: Getting People to Think Your Idea Is Their Idea” by Oren Klaff (really anything by this author, he’s a bada**!)
- “The Obstacle Is the Way: The Timeless Art of Turning Trials into Triumph” by Ryan Holiday
- “Relentless: From Good to Great to Unstoppable” by Tim Grover
- “Bluefishing: The Art of Making Things Happen” by Steve Sims
- “Risk Living on the Edge” by Michael E. Tennenbaum with Donna Beech
- “The Power of Consistency: Prosperity Mindset Training for Sales and Business Professionals” by Weldon Long
- “All it Takes is Guts” by Walter E. Williams
- “Just Listen” by Mark Goulston, MD
I recently just finished that last book, “Just Listen,” and found what the author said about courage and how to use it so insightful. It’s a unique approach and not so much about sales as dealing with humans, with some great anecdotes I plan on using on my next business trip. You must embrace yourself at the moment and accept your feelings of fear, anxiety, and panic as natural responses. Learning about others’ experiences tends to help us determine who we are as sales professionals or entrepreneurs and helps us figure out what works and doesn’t.
We are all different. What works for me might not work for you. I’ve trained hundreds of people and only found a handful who sell the way I do. You must figure out what works for you and expand on it. Check out the Sales section of this site if you’re starting out in sales or business; you’ll find lots of valuable resources there. Subscribe for more business, sales, and investing posts. Go out and practice; you won’t know what works and doesn’t until you go through the fire. Don’t worry; the outcome is that you will be fantastically courageous. Go get some guts! Make it happen.
