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10 Ways To Overcome Your Fear Of Selling
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1. The most obvious way to eliminate your fear of selling is to quit your job. Why in the world would you even consider for a single minute staying in a job that you fear. I seldom encourage quitting. But if your fear of selling can't be resolved and it's giving you daily pangs of anxiety and occasional headaches - maybe, just maybe you ought to consider another line of work.
On the other hand, if you're just suffering from a little angst now and then keep reading for some creative ways to deal with your fear of selling.
2. Do this self-assessment. On a 1-10 scale, 10 being the highest, rate yourself in these 13 categories. Attitude, self-confidence, enthusiasm, goal setting, time management, communication skills, prospecting, qualifying your prospects, presentation skills, handling objections, preparing sales proposals, closing skills, and measuring your results.
This self-evaluation will help you with the next point.
3. Pinpoint your fear of selling. What exactly is it? Does your fear of selling originate with your lowest assessment numbers from the previous self evaluation? There's an old saying that says, "A problem defined is a problem half solved." I believe this to be true. Determining your weak links is the first step to eliminating them.
4. Do what you fear first. Let's say your fear of selling stems from a lack of self confidence when you're prospecting. You're just not good at calling people you don't know and trying to get appointments with them. It takes skills and lots of self confidence to do this right.
Here's your choice. You can acquire the necessary skills to make appointments by telephone or do what Albert Einstein says is Insanity: doing the same thing over and over again and expecting different results.
I did a key word search on Google with these words "Sales prospecting" and uncovered 2,350,000 results. This is a good place for you to start looking.
5. Think big and start small. Okay, you want to cure your fear of selling and in this case, it means getting better at making appointments using the telephone. Starting small means buying a book or buying a CD on this topic and making a list of what you need to do to overcome this paralysis.
Actually, the best and easiest way to dramatically improve your telephone skills is to get Art Sobczak books, "How To Sell More In Less Time With No Rejection - Vol I & II."
Here's the link: http://www.businessbyphone.com/HSM.htm
6. Keep a success journal. Keep a written record of what's working and what's not working on a daily basis. The ideal time to do this is right after a sales call, while it's still fresh in your mind. Notice and record the little things. These little things add up over time and can influence outcomes.
7. Talk to yourself. Use affirmations repeatedly. Try this on for size. "Every day in every way I'm sharpening my selling skills and acquiring new ones." Say this 10 times aloud before your first sales call and again just after lunch.
Fears and anxieties can't stand up to powerful self affirmations. Try it for 21 days. It really works.
Every time you do this you're taking a solid whack at your fear of selling.
8. Always expect the best outcomes. This is a major attitude adjustment for most salespeople and business entrepreneurs. Don't let your mind wander aimlessly and attract negative thoughts.
One of the best ways to cure your fear of selling is to always think positively. You can't control the weather. You can't control what someone else is thinking. You can't control time - make it go faster or slower.
But you can control your thoughts. You can have positive thoughts and you can have negative thoughts. And guess what - you get to decide!
9. Put a mask on as you're driving to your first sales call. This mask is made from a blended and invisible substance. It's available to everyone who wants it.
The cost is zero and the benefits are many. The mask is made from equal parts of energy, enthusiasm and passion. Add a smile to the mix and you'll likely vaporize any fear of selling you have.
Who can resist a person who is smiling? Who is not attracted to a person who loves his work. Always remember your energy, enthusiasm, and passion are contagious.
10. Enjoy the journey. Don't take things too seriously. Have fun. Enjoy the view and the ride. The sum of your life is not based on how many meetings you attended, how many e-mails you sent, or how many voicemails you returned.
The quickest way to sharpen your selling skills is to teach the subject. Ask your sales manager to give you 15 minutes so you can present your ideas on a particular selling skill. The best way to learn something is to teach it.
There you have it - 10 ways to overcome your fear of selling.
Now you can start selling more and turn your fear of selling into a fearless attitude that accompanies you on every sales call.
10 Ways To Overcome Your Fear Of Selling - To learn more about this author, visit Jim Meisenheimer's Website.
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Dianne CramptonDianne Crampton is North America's leading authority on team culture. She is an author and professional speaker and president of the leading team culture consultancy, TIGERS Success Series, Inc. Crampton has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down or to subscribe to TIGES Free monthly e-newsleeter go here Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: Winning Business Team Cultures And Why They Thrive, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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Bryan GarnerI am a Veteran of the United States Marine Reserve and retired as a Sergeant of Marines. I was deployed to Fallujah, Iraq, in 2006, and Ramadi, Iraq, in 2008. I have been working at Credit Alliance Group Financial Services company since 2007. I have had the opportunity to work in all the departments and have a real understanding on the key business concepts and how it all works. I enjoy helping people out with their debt problems and providing them an honest outlook on all their options, not just here with us. I believe if you have a good product, why not stand behind it and also show what your competition has to offer and let the consumer decide. - Visit Bryan Garner's Website |
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Jesse HoppsJesse Hopps founded Demand Metric in October 2006 and is the active President & CEO, focusing on sales & product development. Prior to Demand Metric, Jesse worked as an independent consultant specializing in Internet Marketing and Business Continuity Planning. He began his career with the Info-Tech Research Group in London, Canada, where he helped contribute to their explosive growth. Jesse holds a business degree from the University of Western Ontario and lives in Panama City, Panama. - Visit Jesse Hopps's Website |
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