In a lot of ways, I’ve tried to live my life by this quote from author Marianne Williamson in her groundbreaking book A Return to Love.
“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us. We ask ourselves, 'Who am I to be brilliant, gorgeous, talented, fabulous?' Actually, who are you not to be?...Your playing small does not serve the world. There is nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do…It's not just in some of us; it's in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others.”
The part I always pick out is the parting shot:
“And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others.”
In Jason Forrest's most recent book, The Mindset of a Sales Warrior, he dives into this idea of how we become an unstoppable force when we let our light shine. Culturally, we struggle with this concept. Many of us were raised to consciously avoid sharing our successes. Anything else, we’re often taught, would make others feel somehow inadequate or less-than.
Like Williamson, I believe it’s actually the opposite, so long as it’s done from a place of genuineness and not ego. The best reputation I can have as a sales warrior is to be known as a person of positive influence and positive energy. By consciously letting my light shine as a sales warrior, I can show others that if I’m capable of achieving something, so are you.
Your prospects are constantly giving you permission to let your light shine. When they ask for a discount because your competitor is offering one, a sales warrior believes that they’re not really asking for you to give them the discount. All they’re saying is, “Give me value.” This is your invitation. You can respond, “I can do you even better than that. I’ll give you permission to spend what we’re charging. Here’s why people spend that money with us to gain genuine life improvement.”
At FPG, we always encourage ourselves and each other to “be the light.” We believe in sharing our successes from a place of authenticity and compassion. As a leader, a parent, and a friend, I want to be known as a person of positive influence and positive energy and let my light shine into the people I care about. I want to show everyone around me that if I'm capable of success, so are they.
Here’s how you become the light, whether it’s for your prospects, your loved ones, or yourself.
1. Let go of your fear of success.
People are scared to succeed. We want to perform at the level that we expect for ourselves because it makes us feel safe. And whenever we move up a level, we start to panic. We fear that people will find out we aren’t what they believe we are, or that the expectations of us will rise. To be the light, you need to release this fear and increase your expectations of yourself. Never settle and keep raising the bar. This is what will inspire the people around you.
2. Be your own light.
We can’t pour from an empty cup. You need to be a light for yourself before you can be a light to anyone else. I would never be able to be the light to the people around me if I didn’t have any myself. Whenever I struggle to find my inner light, I take time to meditate or talk to someone I care for about whatever it is that I'm struggling with. As we transform into a pillar of light, we become a source of inspiration to everyone we meet.
3. Start listening.
You can shine your light as a sales warrior by putting aside your viewpoint and validating your customer’s perspective. Sometimes, you're the light by being a leader. Other times, you shine for someone by just listening and being present. Always aim to make people feel big, that’s how you get the sale.
The bottom line is that you’re an unstoppable force as a sales warrior. If you doubt this, the question isn’t to ask, “How am I an unstoppable force?” The question to ask is, “How am I not an unstoppable force?”
When you become the unstoppable force, you become the sales warrior.