Many salespeople spend too much time waiting to feel confident.

They wait until they know the product better. They wait until they have the perfect script. They wait until they're certain the prospect will say yes.

Meanwhile, the calendar keeps moving.

Confidence rarely appears before action. More often, it follows it.

Ulysses knew he couldn’t resist the Sirens’ song, so he had his crew plug their ears with wax and tie him to the mast. He made a pre-commitment that protected him from his own weakness.