|
 Fear of Selling.
by Fred Martel
You may
never hear a salesperson admit that he or she has a fear
of selling. Overcoming a fear of flying can be considered
a good analogy in that to overcome it you must do it
frequently, do it because it is required and approach it
with a healthy attitude. You’ve chosen a career in
sales. You won’t know going in if it is for you until
you reach some level of success.
Many get the jitters when
sitting down to begin a presentation. Others get through
the initial part fine but are afraid to close the sale.
The right perception of your job as a salesperson can
bring you a long way towards overcoming fears.
Story
continues below ↓
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| First
and foremost, you’ve made an appointment with someone
who knows what you do for a living and expects to get
sold. As the session begins, the prospect sets up barriers
because he or she does not want to get sold on the first
call (sort of like dating). Your job is to break down the
barriers and close the sale. It is expected of you. You
are, after all, the salesperson. With this in mind, there
is nothing to fear. One of two outcomes is apparent: one
of them earns you a living, the other does not.
The statistics on a
salesperson getting bludgeoned on the job are very, very
low if not non-existent. If you’re concerned with
upsetting the prospect, forget it. You are not the only
salesperson they’ve encountered. On the occasions when I’ve
been told that I was being a little pushy, I asked “which
type of salesperson would you hire”? The “pushy”
comment signaled that I was winning but needed to tone it
down a little – just enough to get the order. Pushy but
polite should be your mantra. Overcoming the fear of
selling requires pushing. When you leave, you should know
exactly why you didn’t get the order so you can make the
callback a winner.
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