Jettisoning the Shakes

October 18, 2007

I was rocking in a small boat on rough seas contemplating my next scuba dive. There are, for me, always uncertainties. The dive master might know the bottom here, but I don’t. The currents vary. We’re going to try entering some caves. I’m not that comfortable with the regulator mouthpiece. The weight belt, as usual, is a huge pain. And did I mention we were rocking all over the ocean?

I couldn’t wait to get down there!

After the dive, my tenth, I think, I reflected on how those uncertainties cause some questioning, but you work through them and do what you should—have a good time.

Then it occurred to me that this is the same phenomenon that afflicts so many people whom I coach: They’re rocking in their shoes about seeing a new buyer, uncertain of the turf, uncomfortable in their knowledge of the company, wondering what to do if the buyer says this or questions that.

Of course, people do get killed and maimed diving occasionally, but I’m not aware of that happening during a trip to a buyer’s office.

If you’ve “trained” for the call (you’re told to never stop breathing when diving, and that same rule isn’t bad advice for a meeting with a buyer), your equipment is good (you have a professional demeanor), and you trust your instincts and knowledge (you’ve prepared and have the right attitude), you should do well—and have a good time.

You won’t see the fish or the caves or the incredible reefs if you don’t jump into the water. You can’t be tentative or self-doubting. You have to have courage.

You won’t obtain business if you don’t walk in without self-doubts, either. Prepare, do the best you can, and enjoy yourself. If you don’t, won’t, or can’t, why on earth are you in this business?

Get comfortable and become part of this world. Pretty soon, the fish accept you as one of their own.