Can You Sell Dirt To a Farmer?
Salespeople can be separated into two basic categories: there are people who were born to be salespeople and then there are people who have learned the foundations and skills that it takes to be a good salesperson and they have adapted. One of the biggest obstacles that both categories of people struggle with on a daily basis is their overall confidence levels.
A fear of failure leads many salespeople to not even try to sell – even if selling was what they were destined to do in life!
Here’s the good news: fear is something that can be overcome with a little work and the desire to change. How can you get started today to overcome your fears and become the salesperson you were meant to be?
Locate Where Your Fears of Selling Lie
People are scared to sell for a wide variety of reasons. It could be a fear of rejection. It could be a dislike of having to be in social situations. It might be because there is a fear of not having enough confidence to make sale. In order for you to start overcoming your fears, you’ve got to be able to label which fear is holding you back. Once you can do that, then you can begin addressing the issue so that fear can’t keep its icy grip on you.
Practice, Practice, Practice!
For many people, a fear of selling is a result of some sort of uncertainty. Sales is an uncertain profession. Prospects can change their minds at a moment’s notice. A product that was once valuable is no longer wanted. You might not make a sale for a whole month and not get a paycheck! The best way to overcome uncertainty is to practice what you’ll do in specific situations. This practice gives you the confidence to know how you’ll react to certain stimuli so that you can keep a sales conversation on track.
Staple Yourself Down and Just Do It!
The other issue that faces salespeople is procrastination. If you don’t feel like doing something because you are afraid of it, it’s extremely easy to put that task off. Then it’s easier to find excuses to keep not doing it! Pretty soon you don’t have to do that task at all – but you also don’t have a sale to show for that procrastination. Sometimes you’ve just got to staple yourself down and do what bothers you. When you do this, you gain confidence. That confidence then translates into other areas of your sales responsibilities.
It’s ok to have big overall goals, but it is also important to have smaller, more achievable goals that can lead to those big goals. As you achieve those small goals, you’ll begin to taste success. As you taste success, you’ll begin to feel more confident. That confidence leads you to more success and begins a positive spiral upward. That’s what it takes to overcome a fear of sales: work and practice!