Fearless Selling for Small Businesses
Posted by Beth on March 3, 2009 under Sales Tips & Techniques, The Mental Game - Mind Sets for Achievement | 
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Fearless Selling is the title for a workshop I’m going to be giving in Tucson next month.
Fear is such an interesting thing. And we all carry so much of it around with us – often in ways we don’t even realize. We can call it all kinds of things, and bury it under layers of denial, and yet it remains to hold us back. It shows itself as avoidance, irritation, impatience, frustration, and even anger. It can also show itself as headaches, stomach pains, muscle tightness, back aches and clenched jaws.
Here’s an experiment: Think about making a sales offer to someone who might be interested in what you have to sell. Then quickly take an inventory of your body as you are thinking about doing this sales thing, and see how much stress you are holding. If you can truthfully say “None” give yourself a pat on the back – you have it down. Most people do not. I want to change that.
This disguised fear often results in avoidance activities. I’ve seen people be too busy to pick up the phone and call a client – when the ‘busy’ was all make-work.I’ve seen sales people put off calling on their best prospect – because they’re keeping him in the bank for later. And usually their best prospect turns them down when they do call because he’s been neglected for so long.
Fear of selling, usually has its roots in the fear of being manipulated, or of having to manipulate someone. If that is how you are trying to do sales, WAKE UP! You are doing a dis-service to yourself and your customers. There are better, more effective, longer-lasting ways to create a client base.
You must take steps to remove your fears around this very important part of your business in order to prosper. And the first step is to find that fear, notice where it affects you, and be alert to it’s coming – even when it disguises itself.
More on this to come.
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