I read the fable paraphrased below years ago, and loved it. I refer to it frequently - especially on Monday mornings when I’m staring at a week of activities that seem daunting. All sales professionals should read this and utilize it whenever they need it. Here it goes…
When a lion gets old and becomes too slow to hunt with the skills of his younger self, the pride utilizes him in a strategic way. When a herd of gazelle or impala or any desired prey approaches the territory of the lion pride, the more mature cats hide behind bushes and roar with all their might. This frightens the herd, and they run in the opposite direction … right into the trap of younger, faster, stronger lions ready to pursue their meals for the next day or two. Of course, the younger lions share the feast with the elder statesmen who pushed the prey in their direction.
What if the herd just kept moving forward? What would’ve happened? Well, they would’ve eventually seen the few older, weaker, and slower lions, and would have outrun them. Instead, they panicked, turned around and ran right into their worst nightmare. If the herd would’ve faced their fears and kept moving forward, they would’ve survived. By running away, they met their demise.
What’s roaring in your world? Is it that customer that keeps calling you every day as the project is being installed and overseen by a competent project manager? Is it the idea of proactively finding new customers even though you’re working 60 hours a week managing your current accounts? Is it the speaking opportunity that you know you should take at the local BOMA chapter, but you’re scared to death about speaking in the general public? Whatever it is, stop running and face it head on. I promise that the outcome will be far better than the constant procrastination or denial state that currently dominates your mind.
One last note: if you don’t hear a roar, you need to challenge yourself more. Every sales professional should hear a roar and have to make the choice to continue forward or retreat – especially one that drives sales for a security integrator or manufacturer.
