3 Simple Steps to Overcoming FEAR in Sales


We all want to be successful, but what separates the truly successful from the rest of the herd? While there are several responses to this question (work ethic, personal network, talent, etc.), we are going to focus on one really big reason and that is the ability to overcome fear. Fear of failure. Fear of rejection. Fear from self. And fear from success.
Fear is real. It’s how we deal with it that makes the difference. The good news is that dealing head on with your fear is the quickest way to abolish it from existence and here are three steps you can take to start overcoming your fears.
Step 1 – Remove the power you allow fear to have over you.
Sometimes we really are our own worst enemies. Merriam-Webster defines fear as to be afraid of (something or someone), to expect or worry about (something bad or unpleasant). Here’s the thing, by succumbing to our fears, we give fear power and we limit (or eliminate) our chances for success. For example, if one has a fear of cold calling because they are afraid of feeling rejected or stupid, they don’t make the call. By not making the call, they totally eliminate any possibility of success and it becomes a self-fulfilling prophecy, i.e., we give fear power.
So how do we overcome fear? First and foremost, face your fears head on and take the power away from it! If it’s cold calling, then set a goal to make 10 calls and at the end, regardless of the results, realize nothing bad happened. Sure some people may have hung up on you or maybe they said something rude, but guess what, they probably don’t even remember your name. Think about the last cold call you received. What was the name of the person who called? What company were they representing? What were they selling? You don’t remember, do you! It’s not that the caller was a bad person (most likely), but it’s because you weren’t interested in what they were offering.
It doesn’t matter what the fear is, if you give it power, it will beat you. Truly successful people don’t give fear any power.
Step 2 – Become an expert in your industry.
Confidence has an amazing effect on fear. Nothing says it better than the Boy Scouts motto, “be prepared”. In other words, know every feature and benefit of every product and/or service you offer. Read trade journals, magazines and website blogs about your industry. Be up to date on the latest technologies and offerings in your industry. Understand how your offering benefits your customers and how by having a relationship with you, they are better off. By being an expert in your industry, fear gets replaced with confidence and confidence is POWERFUL.
Step 3 – Readers are leaders. Make self-development intentional daily.
I have a 10-year-old bonus son and his mother is constantly telling him that “readers are leaders” and I couldn’t agree more. No matter what your fears are, there is a book or two on how to overcome it. Dedicate time every day for self-development. Not only will you learn things that you never realized could help you, but you’ll also learn that you aren’t alone. Other people have struggled with the exact same issues that you are facing today. More importantly, other people have OVERCOME the same issues you are facing today. In John C Maxwell’s book, “The 15 Invaluable Laws of Growth”, he writes repeatedly about living an intentional life because nothing happens by accident. When it comes to self-development, be intentional about it and schedule time every single day and you will see fear dwindle to nothing more than a bump in the road.
So there you have it, 3 easy steps on how to eliminate fear! Fear only has the power you allow it to have over you. Become an expert in your field and be intentional about self-development and cripple the hold fear has over you!
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About the author Gary owns Kieper Sales Solutions and created the Selfless SalesTM Process to help teach clients how to truly become customer needs focused so that they can win new business by truly solving their clients’ problems and has been helping sales people reach their professional goals for over 20 years.
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