Feeling 10 Feet Tall and Bulletproof

I have eclectic music tastes, which range from Springsteen to Buffett (Jimmy, not Warren) to Methany to Ma to McFerrin depending on my mood. The presets in my car are a reflection of that. One of them is set to Country. In general, I like country. In short spurts, I love country. If you are a nonbeliever, listen to Trace Adkins’ “Songs About Me” and see if that doesn’t change your mind.

Then there’s Tritt Travis’ song, “10 Feet Tall and Bulletproof.” It’s about a cowboy who drinks some, um, magic potion and takes on a confidence that has him dancing and fighting—two things we assume he wouldn’t ordinarily do, but he ends up being successful at both.

Imagine if your fears were gone. For a sales rep, that might mean doing cold calling (the equivalent of asking a pretty girl to dance). No fears. No trepidation. No hesitation. All gone. In their place: confidence, success and safety.

I would have to say that if that magic potion were replaced with truth serum and I asked the sales cowboys and cowgirls my favorite question—“Why aren’t you selling more?—the number one answer would probably be fear. Fear is a great inhibitor. We are afraid of rejection. We are afraid of failure. We are afraid to make mistakes. All because we are human.

The superhuman does not have these fears. He/she sells without the restrictions of self-imposed limitations. Whether it’s from naïveté or stupidity—or even recklessness—phone calls are made and appointments are sought, all without the fears that mere mortals possess.

Magic Sales Elixir—if I had some, I’d bottle it and sell it on my website. I’d probably make enough money to job out blog writing to a ghost writer in the Far East. But I don’t, so I have to crank out a few hundred words every Tuesday. Sigh.

As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."
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  • CanonKelly

    Country music? My image of you is now totally blown. But, it’s still a great message – the only thing we have to fear is fear itself…..You shoulda used THAT quote!

  • Bill Farquharson

    You don’t see me as a Country music guy? It’s the purest and most honest form of communication to be found. What’s not to love?

  • David Pilcher

    I enjoy your articles but I don’t see the initial problem of fear being a long term problem.

    Have you ever said to yourself "man, if I knew then what I know now. . . " – I think as we grow older and more comfortable in a position (yes, I said comfortable in a sales position) fear becomes less of a factor. Whether your activity is truly effective and becoming financially comfortable (or limiting yourself with a low ceiling of sales volume when you could do more) seems like issues I try to help my team overcome. Always enjoy your posts!! Hope you don’t take my comment the wrong way. Thought I’d throw in my two cents on the subject!!

  • Jeff Howell

    "Spread the potion all over your body…" Oh man, Bill… the only image I get now is from Silence of the Lambs "It’s rubs the lotion in it’s skin, it does what it’s told or it gets the hose…"
    Still, great message!