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Guest post by: Cheryl A. Clausen Become an Author

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The fear you focus on is the fear that is getting in your way and keeping you from sales success. Most sales producers harbor fears related to: talking to people, rejection, or failure. All of these fears are very natural and are a result of the attitudes you developed very early in life from the adults around you. But most of the time you’ve taken those attitudes and misapplied them to your current situation and needs.

Why is it that when you’re in a non-work related situation you can easily talk to people? Talking to people is something you do all the time yet when it comes to a sales based conversation you freeze up. Remember the first step to any sales conversation is establishing rapport with the other person. You do that by asking them questions you want to know the answer to, and listening. The same thing holds true in a sales conversation.

What’s the worst thing that could happen if you just relaxed a little bit and allowed yourself to get to know and understand the other person before you started your sales conversation? Another reason you fear talking to people in a sales conversation is because you aren’t clear yourself about the value of your offer. How could you convince yourself of the value of your offer and develop a succinct way of communicating that value?

You’ve been told a thousand times they aren’t rejecting you, but it sure feels like it doesn’t it? Let’s think about why you get rejection. Your prospect rejects your offer because: they didn’t like you or trust you, you didn’t have something they wanted, you didn’t listen, or you didn’t ask for their business. What if you focused on rejecting the prospects that aren’t a match for you? Then you would reject them because they aren’t someone you want to work with, or they don’t have a need for your offer. How would that impact your mind set and confidence? You really don’t want to work with everybody you want to work with the people who want what you have.

As if you weren’t putting enough pressure on yourself you also have other people defining what success and failure means for you. You really can’t fail unless you quit. You may not hit your standards, but you only fail when you quit. When you miss your targets don’t put your head in the sand like an ostrich evaluate what you will do next week to hit your targets. And if you need help by all means get it. Refusing to get the help you need only prolongs that agony.

Focus on what you can do. Change your focus from your fear to the result you want and what you can do to get that result. Identify the underlying reason you hold this fear and verify the validity of the fear. Come up with a plan for adapting what you’re doing now so you can do what you need to do without being fearful.

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