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By Colleen Francis

Many Agency owners Recruiters and Staffing specialists have massive doubt about their ability to do achieve extraordinary sales results. They wonder whether they have what it takes or whether they're "good enough" to beat the competition and grow their businesses.  In the past I have talked to you specifically about taking the great leap of faith, really expanding your vision of what's possible for your sales results, for your clients and for yourself. And you know I believe and live the 'Going BIG or Going HOME' philosophy.

So, what about ALL the emotions that arise when you do take a great big leap of faith and take a step towards huge sales success? Are you prepared for success and everything that comes with it? I have experienced through Engage clients that when they decide to step it up unexpected internal garbage surfaces, even stuff you thought you'd ALREADY dealt with.

Here's a snapshot of what many experience

• "Will client's they really want the new products I'm going to be offering?"
• "What if people don't like our new retainer based fee structure"
• "What if I can't find candidates in this niche market?"
• "Will people pay the new fees/rates/prices"
• "Perhaps I should just keep doing what I've been doing for years. At least I know I'm good at that."
• "Will my old clients accept me in my new role as a recruiter?"
• "Maybe I shouldn't 'break what ain't broke'; I mean, I'm doing really well now, why rock the boat?"
• "What if I fail and humiliate myself in front of thousands of people. It's not worth it."
• "What if they reject my new idea, my new company?"
• "Can I really be THIS big?"
• "Do I really have it within me to DO this?"
• "I'm scared."

Here's what I also observe when working with staffing pros that are making the transition from mediocre to top performer: Confusion and frustration between 2 emotions. Love and Fear.

Love comes from your passion. Your spirit, your trust your faith and (I believe) your gut. Fear comes from you ego. Ego single purpose is to keep you small, to keep you safe, to keep you sheltered and protect. Ego accomplishes this by slowing down your progress and by keeping you under its thumb. Ego tries to protect you by stopping progress so you don't get battered, rejected and embarrassed. The only way your ego can survive is by controlling you and keeping you down. Yuck.

Now, go back up to the list of things sales people worry about. In reviewing the list you will see that EVERYONE is based in fear. Driven by ego.

I see fear as fake. And appearing only if you keep thinking of yourself as small. Who wants to be bullied by some little creepy ego to stay small anyway? Not me! Not you. Not anyone who strives to be in the top10%. If you can recognize that fear is fake, it cannot have a hold on you.

Your Assignment:

Notice what thoughts and emotions come up as you make a commitment to walk boldly into the next step in your business. Make a list. Write them down. Then, as you read your list, in the margin, I'd like you to label that emotion. 1) Love, or 2) Fear. Which is it based on? I'll bet just about anything that it's based on fear.

When you recognize this, you can choose to stay in fear or recognize that you are being "played" by your ego and that it doesn't actually exist. That fear is fake. And you can choose to act in spite of what's concerns come up for you.

Now, imagine yourself standing at the doorway of your BIG vision and future. You've got your hand on the doorknob. You're ready to step in but you hear "voices" behind you begging you to play small and stay safe. It's your ego, and you know it. Smoke and mirrors, the voices are fake.

You have two options: 1) Walk through the door anyway, because you want to transform from mediocre to top performers or 2) Stay small because of fear, living a beige existence for the rest of your life. You choose.

Personally, I'm walking through. And I'm betting on my passion that it will turn out great. Being mediocre is not acceptable. What about you? What will you do? I'm hoping you walk through that door with me.

Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions (www.EngageSelling.com). Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line.

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