Rewire The Sales Mind – Lesson 3 -”Fear”
October 29, 2009 by admin
Filed under Bill Caskey, Inner Game
No one ever admits they’re afraid. Yet, sales people seem to live in fear. Fear of the sale going bad. Fear that this is the last prospect on the planet. Fear of push-back and resistance. Fear my manager won’t see my potential.
The list goes on forever.
Fear Affects You.
Q: But did you ever wonder how that fear affects you on a daily basis. And is it possible that the fear paralyzes you–or makes you less effective than you could be?
A: Yes.
Look at this list and see if you can relate. These are some of the things fear causes you to do–(and the result).
- fail to dream big (you continue to play small)
- fail to plan your strategy (so you don’t really have one–you just wing it)
- fail to bring up price when you should (so the prospect controls that conversation–you get defensive)
- fail to understand the prospect’s true motives (you’d prefer they use your motives instead, which seldom works)
- fear of bringing up the competition (so you pretend they don’t exist, even though they were there right before you)
- fear of trying new prospecting techniques (just relying on cold calling)
- fear of shutting up (maybe the prospect will say something you won’t know how to handle–or maybe they’ll buy something)
- fear of not being seen as ‘credible’ (spend so much time on credibility you lose credibility because you fail to ask them their issues)
- fear of calling higher (so you are content with closing a small percentage of business)
- fear of demonstrating value (instead of just talking about it)
You might have all or none of these working and you might refuse to admit you have them–but in the quiet of the evening some night soon, print this list off and reveal–to yourself at least–whether you have these at work.
What To Do
All of these have distinct answers, but one thing I’m preparing for my remarks at Rewire The Sales Mind seminar is that all of these can be cured with one simple notion: Stop focusing your attention on You. And start focusing on Them.
Think about each one of those above–and they are all a result of an over-focus on you–what you can get–what you need to avoid. That’s the problem. All fear comes from a misguided focus OUTSIDE yourself.
Bill Caskey, Bryan Neale and Brooke Green are preparing for their program, Rewire The Sales Mind, in Indianapolis on November 4. They will be addressing how the mind set of the professional seller needs to change in light of market changes.
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