How I Conquered Call Reluctance, Fear of Self-Promotion & Increased My Prospecting by Sidney C. Walker


How I Conquered Call Reluctance, Fear of Self-Promotion & Increased My Prospecting by Sidney C. Walker  


S ID WALKER has been a peak performance sales coach, author, and speaker for more than thirty years. He has coached a wide variety of occupations including Fortune 500 executives with a specialty in intangible sales (financial advisors, consult- ants, anyone selling a service). A champion of the low-key approach to selling, he believes your objective should be to help your client figure out what he or she wants and then help them get that. Sid has helped created some of the biggest producers in the financial services business with this non-aggressive approach.
In the process of teaching thousands of people the low-key approach to selling, Sid developed a way to help his clients stay “in the Zone.” Most people relate to the amazing experience of being in the Zone, when you are totally focused on what you are doing in a relaxed way. The critical voice of the ego disappears and you focus on doing what feels intuitively right moment by moment. In this state, whatever you do seems to work, often in ways you have never experienced before. What Sid describes as the secret to working in the Zone, and his biggest breakthrough in his coaching practice, is to understand how the ego works to sabotage our progress and maintain the status quo. This is why change is so hard for most people. We are programmed by the ego to resist real change at all costs. You must learn to recognize the logical yet suspect voice of the ego and, most important, you must learn to ignore that voice.

This skill opens the door to being able to hear the quieter voice of your intuition, a required skill for being in the Zone. Furthermore, the only way to conquer all barriers to peak performance is to learn how to stay in the Zone. It is easier than you might think, but it does take guts to go against the ego’s conventional wisdom and trust your intuitive instincts. The good news is that being in the Zone is a lot more fun and profitable. Sid has dedicated his coaching to teaching people how to stay in the Zone and create the regular miracles that are the natural result of this approach.


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