selling power magazine

“You’ve been driving a car since you were a teenager, but your cars have always had an automatic transmission and you’ve always driven on standard roads. Now we will ask you to drive a much larger car, drive it at faster speeds, on an obstacle course, with people in your way. Oh, and one more thing – for the first time, you’ll be driving a six-speed manual transmission. You might be afraid to take your foot off the clutch and put the car into first gear because, if you’re not careful, you might kill those people standing in front of your car!

“That’s how salespeople sometimes feel when they need to be liked and are expected to ask their prospects some really difficult questions. Salespeople think someone will be killed – and they worry that it might be them!”