We live in an increasingly complex and
stressful society where myths saturate our minds
with “more Fiction than Fact.”
Myth: “Thick Skin Fearlessness” is the major
characteristic quality of all highly successful
sales people.
Myth: People who experience fear never become
successful in sales.
Overcoming “More Fiction Than Fact” myths can
start you out on a journey of great prosperity and
success.
Two deadly fears — Rational and Irrational –
that many salespeople and customer service people
think they should never experience – but, from a
rational point of view, there are only two ways
to eliminate fear.
1.Make sure you never try anything new and keep
everything in your tiny little world isolated so
that you never grow and always remain the same.
2.Push through and beyond fear, knowing that not
confronting fear is always more painful than the
fear itself.
As it turns out people struggle with
bone-rattling pain daily when prospecting and
selling, regardless of the product or service.
Their fears persist no matter how strongly they
feel about their product or service.
Everyone deals with fear. As long as you
continue to grow and expose yourself to new
opportunities, you’ll always experience some
levels of fear. Fear is healthy and normal when
put in perspective and managed. It would be
unnatural to not experience some behavior of
fear.
Anyone and everyone who finds themselves involved
in some form of selling experience has a fear of
rejection or call reluctance – some to a greater
degree than others. Unfortunately, many people
in sales who take rejection personally will
over-time develop a defensiveness that negatively
impacts their selling career.
If unmanaged and you radiate fear, doubt,
uncertainty or defensiveness, when calling on
prospects or clients, your chances of making a
sale diminishes considerably. Customers and
prospects want to deal with a self-confident
person and when fear comes through you, it sets
up (often unconsciously) an immediate conflict of
trust in your customers or clients mind.
Rational Fear:
Fear based on an objective understating of a
situation is normal fear. When you aren’t
certain how to deliver an opening of your
presentation to your client, you’ll most likely
experience fearfulness. Not being able to handle
specific objections from your prospects will
implant further fears and derail your selling
effectiveness, while causing you to retreat from
moving ahead in the selling process.
These fear are rational, and they originate from
one source: a simple lack of preparation.
The key to overcoming rational fear is to plan,
prepare and practice every step of the selling
process. Including, knowing as much about your
customer’s objectives and potential objections so
that there is absolutely no area where you feel
uncertain. Your rational fears can easily be
overcome through product knowledge and skills
training. A solid plan of practice everyday will
soon eliminate your rational fears.
Irrational Fear:
The most damaging career buster in sales is a
cluster of irrational fears. Fear of rejection;
call reluctance and fear of self-promotion stem
from a fear of not being liked. Many people
enter into sales because they like people and
thrive on being liked by others. But, taken to
extremes, a compulsive need to be liked will
inhibit your abilities in sales. Coming across
too friendly and too accommodating to win over
your customer reduces your ability to objectively
be firm in closing the sales. You may have a
customer who likes you, but they are less likely
to trust and respect your ability to be there
advocate.
The word “NO” is symbolic in the world of sales
and life. Irrational fear of rejection (feeling
of not being liked) is reason why most sales
people don’t close the sale, have call reluctance
and chronic procrastination. They fear the “NO”
response as a personal rejection of them as a
person.
Fear of rejection isn’t always obvious during
prospecting and in a sales presentation. Subtle
feelings of fear can show up when calling on a
client or prospect that has certain authority
status, high-level decision maker, presenting to
a client with your supervisor or an impatient
prospect.
Irrational fears are inner emotions that are
behavioral and require a different approach to
resolving than rational fears, which are
primarily skill-based fears. How many times have
you or someone you know literally had a
presentation memorized and could give it backwards
and forwards without skipping a beat. Then stood
before an audience or corporate president and
completely went brain dead (figuratively
speaking) unable to make the presentation.
We also fear what we don’t understand and an
emotionally healthy approach is to seek to
understand the fear of rejection when it occurs.
However, don’t blame your feelings when the
emotions of fears start to bubble up inside you.
Your feelings are the symptoms of your problem.
The real culprit is in your behavior or what has
been termed mismanaged emotional energy.
What is most important is that you consciously
recognize the fear when it occurs. Then seek to
understand its’ root cause. That awareness alone
will often minimize the fear, and will also help
you determine the most effective way to approach
your problem.
Critical to understand is that Irrational fear is
not overcome with additional skill based
training. It goes deeper than product knowledge
and sales scripting.
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Test YOUR reactions to the following questions
and statements–listen to your thoughts and feelings.
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Let me ask you one question: If you knew for
certain that by devoting 14 minutes a day 7 days
a week using our proven method of success — with
a small investment of money — you could change
anything you wanted in your life.
Would you give yourself that gift?
Well maybe and maybe not. You see fear show up in
many ways. Sometimes fear looks like a genuine
fear of loss. This simply means that based on
past experience you will lose by taking a new
action in investing money or time in bringing my
program to your company.
Sometimes fear raises it ugly head in the form of
complacency — you figure – I have enough –
why should I go for more? That is simply the
fear you can’t get more in life.
Of course, sometimes fears show up in success.
God forbid I become too successful just to have
it striped away at a later date. Or how about
the fear of gaining to much attention (fears of
rejection) – very often becomes an excuse for not
taking action.
Imagine overcoming those fears that hold you
hostage from enjoying your life more and having
the confidence to take immediate action to get
exactly what you want in your personal life and
career. Isn’t that what we all want?
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Stress Free –
Life Enrichment program that I offer goes
to the heart of the problem for anyone facing
“Rational” and “Irrational Fear” – but, it is so
much larger than that because it supports positive
change in the individual in all areas of life –
Social, Financial, Career, Physical, Emotional
And Spiritual.
Positive discoveries that people learn from Stress Free -
Life Enrichment program – will last a lifetime.
1. Sales and customer service people eliminate
stress-related fears of speaking with people on
the phone, face-to-face, and in groups.
2. Identify your emotional strengths and development
opportunities, then learn new behaviors and
skills to enhance your personal and professional life.
3. Instantly change any unwanted, unproductive
and addictive habits.
4. Pinpoint specific selling skills, habits and
attitudes to focus on for improved performance.
5. Overcome negative self-talk, anxieties and
transform fears into strengths!
6. Master the learning process; improve
concentration, memory and Goal Achievement!
7. OVERCOME DOUBT, FEAR OF REJECTION
AND ELIMINATE CALL RELUCTANCE!
8. Master Waking Hypnosis to help focus for:
increase self-confidence – increased sales!
