10 Ways To Overcome Your Fear Of Selling
10 Ways To Overcome Your Fear Of Selling
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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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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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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