Article: The Lion . . Have Sales Courage

3rd May 2016 | By Frances Pratt

Lion Sales Courage

This article follows on from Be Like the Tin Man & Have a Heart

“You have plenty of courage, I am sure," answered Oz. "All you need is confidence in yourself. There is no living thing that is not afraid when it faces danger. The true courage is in facing danger when you are afraid, and that kind of courage you have in plenty.” 
L. Frank BaumThe Wonderful Wizard of Oz

To be fearful is to be human.  It is how we choose to describe and react to that feeling in your gut that makes the difference in how we perceive and react to a situation.

I remember listening to the radio recently and there was a researcher talking about reactions to fear.  They had worked with two people.  One was paralysed by the fear of public speaking, the other was an international performer.  The interesting thing was that when they described how it felt in their body before they were going to perform or speak – the actual description of what was happening in their body was almost identical.  What was different was how they perceived that energy and then ultimately what they did with it.

If that is true …. that our bodies have the same reaction … then we have the power to channel that nervous energy to create what we want.  How great is that !

Are you a Lion or a Mouse?

The Lion, as you might remember, was ok to jump out and growl at Toto, because he was small.  The Lion thought that he could scare a little dog.

I was coaching a client the other day on exactly that.  I was helping her work out an approach to speak with new clients.  She said to me – shouldn’t we start with the ones that I don’t think will say yes, the ones that I’m not that interested in.

The answer:  No!

Two reasons:

  1. If you are calling someone that you don’t really want as a client – then you aren’t really invested in the call.  This will impact on what you choose to say and how you come across in the call or meeting.
  2. You want to grow your business with clients you LOVE and who LOVE you.  Why waste your energy and time improving skills on people that don’t fit that story.


As the wizard said “The true courage is in facing danger when you are afraid, and that kind of courage you have in plenty”.

There are two things I know about selling. 

THING ONE:  You are enough

You already know how to sell and speak to people; engage with them and get them to buy from you.  The one thing that is standing in your way is YOU and how you choose to react to the fear in your gut.

THING TWO:  Practice

The only way to learn how to sell is to get out there and do it.  Yes you will have wins.  Yes you will have failures.  But through the journey of practicing you will learn and you will find your sales courage.

So get out there my friend.  Stop being a pussy cat and lion up !

Travel well my friends.  

The next article in this series asks you to Ditch the Wizardy
For the love of sales,


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