Author Login | Popular Articles | RSS Feeds | Sitemap

Home | Uncategorized


How Much is Fear Costing Your Sales?

By: Jim Klein

How many times during your work day do you experience fear?

Maybe it's fear of making calls, qualifying, asking for the sale or fear of asking for referrals.

The dictionary defines fear as: a distressing emotion aroused by impending danger, evil, pain, etc., whether the threat is real or imagined; the feeling or condition of being afraid.

Another definition or explanation you may have heard is:

False
Evidence
Appearing
Real

So what causes fear?

Many times fear is caused by not knowing what to do, whether or not you can do it, or what the consequences will be if you do it and fail. This could cause you to hesitate or worse yet, to not take any action at all.

Think back to the first time you ever picked up the phone to call a prospect. Or the first sales call you ever went on. Or the first sales presentation you ever gave.

Were you afraid?

How did it effect your ability to perform the task? Did you hesitate? Were you nervous, fumbling for the right words? Did your fear cause you to lose sales?

I'm sure you can answer yes to all of the above. I'm sure anyone who is in sales can relate to being afraid at some point during the sales process.

I remember when I was new. Not knowing what to say. Not knowing the answers to all the prospects questions. Even after I was in sales for 9 years and I switched from Real Estate sales to Mortgage sales, the first few applications I did took me a couple of hours because I wasn't sure what I was suppose to do.

The other sales people use to make jokes, wanting to know if I was moving in with the applicants.

Now I want to ask you, did performing the task you feared ever cause you any bodily harm? Did it cause you to get sick or be hospitalized?

Of course not!

You got over it rather quickly and learned that you needed to be better prepared the next time, am I right?

That last sentence pretty much provides you with the solution to over coming all your fears in sales and can be summed up in two words;

Be Prepared!

Most of our fears in sales come from not being prepared.

That's why I stress in all my training to prepare a script of what you are going to say when you make your prospecting calls. What you're going to say when you qualify, present and close the prospect. Everything you do and say should be well prepared in advance of actually doing it.

And then practice, practice, practice. Practice until it becomes second nature to you. Like brushing your teeth or driving a car.

Too many sales people "shoot from the hip" and then wonder why they are afraid of performing the every day tasks that are so essential to being a success in sales.

Is fear holding you back from making prospecting calls, asking the qualifying questions to uncover the prospects problems? Is fear keeping you from asking for the order? Is it preventing you from moving your sales to the next level and becoming the sales person you want to be?

If you really want to be a success in sales, you need to find a way to overcome your fears and the best way I know is to be prepared.

You should prepare by learning all the steps of the sales process from start to finish. Not only learn them, but internalize them. Prepare for every possible situation you can before it happens so you know how to react.

If you wait until it comes up, you will waste time and sales by not being prepared in advance. I understand you can't prepare for every situation, however, the more you're prepared the more sales you will make in the process.

Another way to prepare is to find someone who has done it before and who has found the best ways to do things that works. Then you can model this person and avoid costly mistakes.

Throughout my career I have had many mentors who have helped me to become the sales person I am today.

Don't spend your days in fear.

Spend your time wisely preparing in advance and you will benefit by having less stress, less wasted time and more sales.

Article Source: http://www.articlesnatch.com

About the Author:
Jim Klein helps salespeople fine tune the sales process so they can confidently close more sales and create long term relationships. Get free sales training by subscribing to our free newsletter "The Sales Advisor".

| Print | Ezine Ready | |

Please Rate this Article

Recent UnCategorized Articles

  • Effective Self-Defense Weapons By: Joy Fender - In the midst of an unexpected situation when someone wants to harm you, your first instinct is to protect yourself from any danger that this person is planning to do. So when someone is threatening your life, you have to do anything possible to get yourself out of danger. To avoid any situations that could risk your life, you need to follow the exact things that experts advise everyone to follow.
    Tags: self defense, non-lethal weapons, pepper spray, personal alarm, stun guns
  • 3 Ways to Increase Fundraising Profits With Popcorn Machines By: Christine Harrell - Popcorn machines are a fantastic way to raise money for an event or non-profit organization. The tantalizing smell of fresh popcorn popping is fantastic advertising all on its own, attracting customers from a great distance. However, many other things can be done to bring people to the popcorn machine and increase the amount of donations to help meet fundraising goals and spread the word about your organization.
    Tags: popcorn machine
  • Drew Miles Reviews Ways to Save on Your Taxes By: drew miles - Hi, My name is Drew Miles, and I would like to share with you some ways your business can save money on taxes every year, just by following some simple steps. It’s that “Wonderful” time of year again! You ask, “What time is it?” IT’S TAX TIME! When operating your own business most of us are always busy building the company, and it’s the little things that get overlooked every year.
    Tags: tax, tax deductions, drew miles, deduction, tax write-offs
  • The Awesome Power Of Gratitude By: Jules Hawk - The expression of Gratitude has the capacity to transform your life, to develop the connection with Divinity, with your true inner self and the profound power within, to inspire, and to bring forth bounty and joy into your life. By establishing the habit of daily reflection on Gratitude for the blessings in your life, you will find you draw more and more of the positive and uplifting energy, emotion and events into your sphere.
    Tags: gratitude, grateful, manifestation, manifesting, prosperity
  • Choosing The Right Scooter Insurance By: Anna Stenning - Riding a scooter is the perfect way to start your path into riding a motorcycle, however, it is still useful to gain experience alongside someone who has had years of experience riding a motorcycle. The best way of learning is to learn from a proper qualified instructor who can teach you the correct ways of learning as opposed to teaching you bad habits that others may indirectly teach you.
    Tags: scooter insurance
  • Little Known Ways To Stop Foreclosure By: Ranju Kumar - If you are in the same predicament as many people are today, you may be waiting for the banker to show up and tell you he is foreclosing on your property. It does not literally happen that way but the results are the same. If you are facing the prospect of losing your home and are trying to figure out the best way to avoid foreclosure, there are options. You just have to spend a little time finding them.
    Tags: stop foreclosure, foreclosures, avoid foreclosure, stop short sales, prevent foreclosure
  • Internet Marketing Ideas for the Work at Home Mom By: Ranju Kumar - Many work at home Moms are consistently searching for internet marketing ideas that can assist them in making their business successful. While marketing by means of direct mail, telephone calls, business cards, fliers, and advertisements in local newspapers and magazines did seem at least a little appealing at one point in time, marketing on the internet is so much broader, easier, and overall, less expensive.
    Tags: abunza, affiliate marketing, internet marketing, business opportunity, work at home
  • Yeast Treatment - There Is Something You Can Do For An Effective Yeast Treatment By: Tom Moody - At any stage in a woman’s life there is a possibility that she will need to undergo some form of treatment to help deal with a yeast infection problem. What is important to note is that there are plenty of yeast treatment available for dealing with this type of infection and what one a woman uses will largely depend on the severity of theirs.
    Tags: yeast treatment, yeast infection treatment, yeast infection treatment, treatment for yeast infection
  • Why New Houses UK Schemes Can Help First Time Buyers By: Anna Stenning - As a UK citizen, I want to eventually be able to afford my own detached house with a garden and a lovely front lawn completed with white picket fences. However, in this day and age one cannot but dream and find that the dream will not come as a reality if the economy does not change, benefiting us working class individuals rather than making it virtually impossible to work our way out of debts.
    Tags: new houses uk
  • Mp3 Speakers Have Opened New Vistas For The Music Industry By: Theodore Cartman - Mp3 speakers are an integral part of the players. The speakers make your music listening experience a unique one. Mp3 speakers are absolutely essential for the music lovers and for the non-music lovers it is even more important since this experience would transform them into music lovers. There are several companies in the electronics market, which sell mp3 speakers with the mp3 players. The players these days come with stylish looking speakers with a striking sound quality.
    Tags: mp3 speakers, logitech speakers, portable speakers, speakers, mp3 players

Today's Hot Articles

Search Ebay

Still can't find what you are looking for? Search for it!


Submit Your link to the Open Link Directory Project

Copyright 2005-2008 MJE Sales, LLC. All Rights Reserved.
Proud member of the ArticleCkr Search Network Search Network!
ArticleSnatch.com is free for both publishers and authors to use and is supported entirely from advertising revenue.
Use of our service is protected by our Privacy Policy and Terms of Service.