Monday, March 20, 2017

DragonSlayer Rule #26

Rule # 26 

DragonSlayers are NOT afraid of fear

Fear keeps a DragonSlayer alert. 

A DragonSlayer that pretends to have no fear is only kidding himself.

Fear, when properly acknowledged and respected, keeps a DragonSlayer sharp, focused, and humble. 

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Rob has been a national account sales executive for 15 years, 16 this coming June. The board room he is about to enter is no different then the meeting rooms he has dominated since he began, what his mentor called 'cooking his own meat'. The PowerPoint presentation he has queued up on his laptop has closed $68 Million in sales revenue year to date. That's twice as much as any other sales person in the division, or the company for that matter.

Last night Rob turned in early, as is his habit, and woke up rested and ready to bring in the "whale of a lifetime", Jenkins Family Produce, INC.

This morning he called Max back at the office on his way to pick up his traditional sale-closing espresso, "Get the champagne ready my buddy! This one is in the bag."

Max had provided sales admin support for Rob for eight years and had heard this declaration many, many times. "Hey Rob, after all this time do you get nervous at all?"

"Nervous? Nervous about what? It's not a matter of 'IF' they'll buy. It's not a matter of 'WHEN' they'll buy. It's not even a matter of 'HOW MUCH' they'll buy. The only question at point if they will ask for to go ahead and sign a 10 year renewal contract........TODAY!"

"Alright hot-shot. Call me when wrap it up."

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Rob did call when he had wrapped it up. Only it wasn't the sale that was wrapped up. It was Rob's pride.

"I don't get it. Everything that could have gone wrong, did." Rob sounded miffed and deflated as he slumped in the seat of his rental car.

"First my laptop wouldn't boot up. Then, after the customer let me borrow a power cord, the PowerPoint deck wouldn't open. I was just standing there like an idiot with eight executives staring at me."

"Oh man! What did you do?", Max whispered, trying really hard not to sound too disappointed.

"I froze....what else could I do. The presentation,.....the mother of all presentations wouldn't open,.....and they were just sitting there staring at me."

"What did you tell them, Rob?", now Max wasn't able to fully contain his fully rattled cage.

"What do you mean, what did I do? I told them we would have to reschedule. What the hell else was I gonna do?", Rob screamed into his cellphone, now slick with anxious sweat.

"Reschedule! Aren't they meeting with Ajax this afternoon?"

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Rob's depth of experience and proven track record gave him just enough over-confidence to send him into battle without one of the most important weapon in a DragonSlayer's arsenal: FEAR.

Fear keeps a DragonSlayer alert. 

Honest, reverent fear of real situations and potential pitfalls keep a DragonSlayer alert and encourages him to focus on effective preparation. 


A DragonSlayer that pretends to have no fear is only kidding himself.

False bravado has no place in a DragonSlayer's repertoire. A pumped out chest is an easy target for a fire breathing reptile.

Fear, when properly acknowledged and respected, keeps a DragonSlayer sharp, focused, and humble. 

Rob leaned on his track record and entered the fighting arena armed only with technology. A better understanding of his opponent and focused preparation would have served him much better. 

DragonSlayers are NOT afraid of fear