The first time I learned that experience was the best confidence builder was my first real assignment for Barry. I had to make 300 cold calls and try to get them interested in having Barry speak at their organization. To say that I was terrified is an understatement. I had no idea what to say (having had zero experience in sales), and I was uncomfortable with the idea phoning strangers. I was afraid of being chewed up and spit out by those with experience who would be able to tell that I was a rookie. There were scenarios in my head eerily reminiscent of the hazing rumors that floated around my college campus, only in a business setting. (I’ve never lacked for imagination or a sense of melodrama.)

I stared at the list for nearly a full day before I built up the courage to pick up the phone. My first call went to voicemail, and I was unbelievably relieved. For some reason it had never occurred to me that I would get someone’s voicemail. With each subsequent call I would pray that it would go to voicemail, making myself progressively more nervous. At one point I was so nervous that I tripped over my words and then burst out laughing on another person’s voicemail before I repeated my message (although I think they might have been one of my callbacks). After that I started loosening up, but I hung up the phone red faced and stammering.

Every day I would increase the number of phone calls I made as I became more comfortable with the prospect of speaking to total strangers and making Barry look good at the same time. Three hundred phone calls later and I could do it in my sleep. Occasionally I still stumble over my words, but it’s no longer the "I have to take 10 minutes and wallow in humiliation" ordeal that it used to be.

The important lesson learned: if you don’t bite the bullet and just do it, you’re going to be uncertain, nervous, or afraid whenever a similar situation arises. There is no substitute for experience.

~Katherine