You know that feeling you get when you have asked someone too many questions?

Or that feeling when you want to ask a really tough question, but you’re too nervous, worried about what they’ll say?

I don’t have that anymore.

My life is exponentially different because of it.

Not just in sales, but in every area.

Let me give you an example.

I met one of my new neighbours this week.

He was complaining about the experience he had with the builder (our houses were built by the same builder).

He said they were difficult to work with throughout the build, and haven’t come out to remedy the minor issues that have appeared.

Some of them are not minor - the whole front of their house is a timber feature wall that is waterlogged and discoloured.

The obvious question I had - “How many times have you called them?”

His response - “Actually, I should email them again.”

There you have it, the very reason that he will not get looked after.

He’s afraid to have a tough conversation.

He even said “Us Brits (English people), we even apologise when we’re in the right.”

I told him in the two weeks since I’ve been in the house, I’ve had the stonemason out twice, the builder twice, the plumber twice and the painter once.

I am also getting the bathroom fans replaced by them for free because they aren’t good enough.

Why?

I have zero hesitation holding them to account.

I’m never rude, I never treat them like less, but I will not be fobbed off and they know this.

“We’ll come out some time next week” turns into a booking on Monday at 10:30 for one hour, a confirmation text the day before and a phone call if they don’t reply.

When they’re at the house, it’s all smiles and I make them feel appreciated, but they know that I expect a standard and if they don’t meet it, they’ll be coming back.

The best part is, because I’m so clear in my communication, they will point out and fix issues that I didn’t even notice.

Where else does this apply?

On a sales call, the sale isn’t made in the surface-level questions, it’s made by getting them to tell you specifically what their mother-in-law said at the barbecue last weekend when they went back for seconds.

Or what his wife said when he shared that he won’t be able to go on the trip this year because he has made some bad trades and lost a bunch of their retirement fund.

Or, it’s getting a much better rate on your electricity because you called up and negotiated with them.

Getting comfortable with difficult conversations makes your life much easier overall, take the time to do it.

Speak to a stranger at the supermarket.

Ask that risky question on a sales call, knowing you likely won’t get it right but will learn.

Do a made-up survey in a shopping mall and see how many people will give you 30 seconds.

When you feel that hesitation to pick up the phone to cold call, do not hesitate. Hit dial immediately followed by 10 right after that.

It doesn’t matter, but be uncomfortable.

Your life is only better after that.