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 salespeople.
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 there are only two ways to eliminate fear from a rational point of view.
- 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.
- 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 will always experience some levels of fear. Fear is healthy and normal when put in perspective and managed. It would be unnatural not to experience some behavior of fear. Anyone and everyone who finds themselves involved in some form of selling experience have a fear of rejection or 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, your chances of making a sale diminishes considerably when calling on prospects or clients. 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 client’s mind.
Rational Fear: Fear-based on an objective understating of the situation is a 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 handling 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 fears 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 every day 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 firm’s ability to objectively close sales. You may have a customer who likes you, but they are less likely to trust and respect your ability to be their advocate.
The word “NO” is symbolic in the world of sales and life. Irrational fear of rejection (feeling of not being liked) is the reason why most salespeople 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 with certain authority status, a high-level decision-maker, presenting to a client with your supervisor, or an inpatient prospect. Irrational fears are inner emotions that are behavioral and require a different approach to resolving than rational fears, which are primarily skill-based. How many times have you or someone you know literally had a presentation memorize and could give it backward and forwards without skipping a beat? Then stood before an audience or corporate president, a completely 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 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.
Test YOUR reactions to the following questions and statements–listen to your thoughts and feelings.
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 means that based on the experience, you will lose by taking new action in investing money or time in bringing my program to your company.
Sometimes fear raises its ugly head in the form of complacency — you figure — I have enough — why should I go for more? That is simply the fear you cannot get more in life. Of course, sometimes fears show up in success. God, forbid I become too successful to have it stripped away later. Or how about the fear of gaining too much attention (fears of rejection) – very often becomes an excuse for not acting.
While I cannot guarantee what results you and your people will come away with by participating in any of my training programs, I can guarantee you that the training works.
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.