It’s Hard to be Nervous When Your Heart’s On Service

Fear is so self-centered. There is one time and only one time when we have reluctance to make a sales call: when we are thinking about ourselves rather than the client’s needs.

We are worried we will say the wrong thing.

We are worried they won’t like us.

We are worried it will be a bad time.

We are worried that we may screw up our only chance.

We are worried that we won’t be knowledgeable enough.

Our creativity gets the best of us and we play out all of the imaginary scenes in our head about all the bad things that might happen when we make the call. Or worse, we make ourselves wrong and make ourselves feel guilty about why we should be “working harder” or that we really need to “get it together.” In those moments, we are completely stuck inside our own head thinking only about ourselves.

Stop it.

Your self-centeredness is disserving.

Servant Selling is not about you; it’s about them. Did you even once think about how…

They might need your service right now more than you need the sale

They might have had a hard time finding someone to buy from who they can really trust

They might not feel confident making a decision all on their own and they would really love to have an educated opinion

They might be sacrificing their safety, their peace of mind, or reaching their highest potential because they don’t even know about what you have to offer

They might enjoy a positive person to talk to even if they don’t buy from you

Or that maybe even they might know someone who fits any of the scenarios immediately above?

No, we weren’t thinking that because in our fear and in our self-centeredness we were only thinking about one thing: ourselves.

And we forgot the first, the most important, and the single most powerful truth about Servant Selling: “it’s hard to be nervous when your heart’s on service.”

  • Zechariah Newman

    Great post Rory. So true!

  • Rory Vaden

    This is actually one of the oldest quotes in our history at Southwestern. It’s a good one!! Zechariah thanks so much for all your encouragement my brother!

  • Zechariah Newman

    Happy to Rory. Love what you are doing. Let me know if you ever need anything ;)

  • Jennifer Henning

    Thank you for this Rory, I am going to print it out and put it on my bulletin board!

  • Wanda S

    This was exactly what I needed today. I’m with Jennifer…this will be printed out and placed in my view… every. single. day. Keep it up, Rory!

  • Rory Vaden

    Thanks Jennifer and Wanda! I love hearing that. I actually keep things like this printed out and close to the phone and if I have nerves about making a sales call I will stop and read it for a moment before making the dial! Hope it helps you!