Courage in a bottle?
Some words of wisdom from the Wizard of Oz. Since lions are supposed to be “The Kings of Beasts,” the Cowardly Lion believes that his fear makes him inadequate. He does not understand that courage means acting in the face of fear, which he does frequently. Only during the aftereffects of the Wizard’s gift, when he is under the influence of an unknown liquid substance that the Wizard orders him to drink (perhaps gin) is he not filled with fear. He argues that the courage from the Wizard is only temporary, although he continues to do brave deeds while openly and embarrassedly fearful.
Recently, I had a delightful conversation with one of my female clients who is also one of the smart women I am privileged to have in my professional circle. We were talking about sales (what else?) and prospects being hesitant to buy when she pointed out that the lack of courage is often the reason why people don’t buy. She said that if she had a wish, she would send a bottle of courage along with her business proposals. We then continued to chat about courage in general, The Wizard of Oz and my client then suggested that I write a blog about it, so here it is.
Let’s look at the Wikipedia definition of Courage
Pretty straightforward and clear, but what lies underneath?
People who are not courageous are usually afraid. Afraid of the consequences of their actions (not understanding that not taking action also has consequences), afraid of trying something new, afraid of their own courage.
How much courage does it take to choose a new product/service?
My client who is the CMO of a newly established brand with a very compelling concept is trying to break into the marketplace and their offering is clearly new, innovative and of enormous value to consumer brands who in turn want to introduce their products. The approach is affordable, fun and with a clear benefit to CPG companies and the end consumer. So, why doesn’t the approach fly off the shelve? Because most people don’t have the courage to introduce a new concept and being a first adopter. It takes a lot of guts to take the first step. It’s a lot easier to follow but also more predictable and boring with few chances of standing out from the crowd and becoming a true leader.
There is a really good saying that I quote a lot and that is “Nobody ever gets fired for hiring IBM“. IBM is a well established company with huge brand recognition. Let’s just say (for the sake of the argument) that there are companies out there who offer the same solution as IBM but even better and cheaper, it would still be hard to sell. I know that, because some of my clients have tried.
Why is it easier to buy from a known brand?
There is no risk involved. Even if the solution turns out to have some areas of improvement, it’s still a safe bet and whoever made the decision to buy will hardly be questioned. But imagine, you are buying from a newly established company and there is problems. That choice might get a decision maker in trouble if things don’t turn out the way they were presented.
The Courage potion
On the other hand, choosing a new company not only helps diversity but also innovation. When my client said that she would like to bottle up a bit of courage in a bottle and send it to her prospects, just so they take the leap of faith and explore her new offering she really meant it. Sometimes it’s wise to stay with the “devil you know” but it’s also important to choose carefully and give new kids on the block a fair chance. If we live our life or do business, always trying to be on the safe side we will not be able to grow or innovate. The most courageous people are the ones who changed our thinking and the way we live. Nobody would have thought 30 years ago that a handheld device will help us to navigate through most situations, from getting driving directions to finding a good restaurant. I remember the times when people were afraid of computers and now grandmothers are on Facebook (for better or worse).
Courage also helps sales people
In sales we often lack courage as well because of the fear of being rejected and not wanting to lose the sale. Many times sales people accommodate rather than push back. They oversell because they don’t want to lose the sale, forgetting that over-promising will have long-term effects.
Courage is essential when doing business in a successful way. Most successful people had to overcome ridicule and criticism and they had to muster up an enormous amount of courage to prevail. There is no success without failure and without courage we just stay mediocre.Tags: consultative sales, consultative sales approach, consultative selling, courage, Sales, sales training