Yesterday, Tom Weber wrote a great post on how to cure fear – and that was by taking action. Today, we will focus on how to cure fears in regards to a specific task – selling.

You might enjoy making a sale, but you find yourself getting that butterfly feeling before an important presentation or at the moment of decision. Even if selling is not your career, you do engage in sales – whether if be selling your point of view to others or your selling your skill set, as in a job interview.

These 10 tips will help you overcome your fear of selling by suggesting some action steps.

Be Free!
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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 cannot be resolved and it is 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 are 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 competency, 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
- 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 is 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 us say your fear of selling stems from a lack of self confidence when you are prospecting. You are just not good at calling people you do not know and trying to get appointments with them. It takes skills and lots of self confidence to do this right.

Here’s your choice. 1) You can acquire the necessary skills to make appointments by telephone or 2) 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 is working and what is not working on a daily basis. The ideal time to do this is right after a sales call, while it is 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. “Everyday, in every way, I am 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 cannot stand up to powerful self affirmations. Try it for 21 days. It really works.

Every time you do this you are 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 cannot control the weather. You cannot control what someone else is thinking. You cannot control time by making 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 are driving to your first sales call.

This mask is made from a blended and invisible substance. It is 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 will 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 or her work? Always remember your energy, enthusiasm and passion are contagious.

10. Enjoy the journey.

Do not 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 voice mails 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.

Source: http://www.evancarmichael.com/Sales/407/10-Ways-To-Overcome-Your-Fear-Of-Selling.html

Author: Jim Meisenheimer http://www.salestrailblazer.com/