Have you ever felt scared or anxious during a sale?
You’re not alone. Did you know that 63% of salespeople feel the same way. Nevertheless, don’t worry, we’re here to help you beat those fears and boost your success.
Why this matters?
First, let’s talk about why this matters.
I’ve been in sales for 50 years, and during that time, I’ve seen some of the brightest stars struggle and, unfortunately, some even quit.
They struggled because they didn’t use the tools to overcome their fears. Don’t let that happen to you.
However, with the right tools, you can, indeed, overcome anything.
Common Sales Fears and How to Overcome Them
1. Fear of Rejection
First and foremost, hearing “no” can be tough. It might make you hesitate or miss out on opportunities. Nevertheless, successful salespeople have faced this fear head-on. For instance, Zig Ziglar
Here are real-life examples:
Zig Ziglar, a famous sales trainer, struggled with rejection early on. Despite this, he taught that every “no” brings you closer to a “yes.” Ziglar’s approach to overcoming rejection involved maintaining a positive attitude and enthusiasm.
Ziglar believed enthusiasm was important when selling.
He said: “You might lose one sale for being too excited. But you’ll lose a hundred if you’re not enthusiastic.”
This way of thinking helped him keep going when things were hard.
In the end, he became a very successful speaker. His talks inspired lots of people.
Brian Tracy faced many rejections before becoming a sales expert.
He showed us that rejection is normal in sales. Tracy’s life turned around when he started focusing on self-improvement. He began investing money on learning new things. Did you notice that I wrote “investing” instead of “spending” because that’s what it is. See it as an investment. He bought books and went to classes.
2. Fear of Failure
Next, let’s address the fear of failure. It’s worrying about not meeting targets or closing deals. It can knock your confidence.
Real-life examples:
However, many successful people have turned this fear into motivation. For instance, Thomas Edison didn’t see his failures as setbacks. Instead, he said, “I haven’t failed. I’ve found 10,000 ways that won’t work.”
Another good example is Colonel Sanders. He got rejected 1,009 times before selling his first chicken franchise. Still, despite these setbacks, he didn’t give up, and look where KFC is now!
Sanders started selling his franchises in the forties. He sold his first franchise sale in 1952 to a restaurateur in Salt Lake City, Utah. By 1960, Sanders’ franchising business had grown to over 200 restaurants. Three years later, he had over 600 franchises in the United States and Canada. that’s more than any other fried chicken brand.
3. Fear of Public Speaking
Moving on to another common fear, Presenting to clients or speaking at events can be, indeed, scary. It might stop you from getting your powerful message across.
Real-life example: Nevertheless, even successful people have overcome this fear. Case in point: Warren Buffett, dreaded public speaking. To overcome his fear, he took a course on public speaking at Dale Carnegie, and it changed his life forever.
4. Fear of Not Being Good Enough
It’s called “imposter syndrome.” It happens when you feel like you’re not qualified or skilled enough.
Did you know that even successful people experience this? For example, Sheryl Sandberg, ex-COO of Facebook, admitted to feeling unworthy. As a result, she teaches us to challenge these negative thoughts.
5. Fear of Change
Fear of Change: Additionally, resisting new methods or technologies can hold you back.
While it’s scary to try new things, it’s necessary for growth.
During COVID-19, salespeople who adopted virtual selling thrived.
This shows you how important it is to adapt.
You have to become a chameleon.Those who adapt are those who succeed.
6. Fear of Cold Calling
For some,making unsolicited calls can be intimidating. Some worry about interrupting people or not knowing what to say.
Real-life example:
Fear of Cold Calling Additionally, making unsolicited calls can be intimidating. Some worry about interrupting people or not knowing what to say. Yet, successful salespeople have strategies to overcome this. For instance, Grant Cardone, a successful author, emphasizes preparation and persistence. He suggests practicing scripts and anticipating objections to build confidence.
I’m against using scripts. They look and sound fake. You have to know very well what you’re going to say. Read further in this article on how to overcome the fear of cold calling. We even have a complete program on the fear of cold-calling
7. Fear of Mondays
Fear of Mondays Finally, let’s address the fear of Mondays. This anxiety about starting a new week, especially after a tough one or a sales contest, is common. However, many top salespeople set clear goals for the coming week. The secret is to plan to start each Monday with confidence.
We’ve got some good techniques to overcome the feeling. I used to feel overwhelmed thinking of Monday morning. That is until I discovered a new trick, I started ahead of time. See later how I did it.
8. Fear of New Technologies:
The introduction of new sales technologies can be intimidating. Some are afraid of not adapting. It can make them less productive. In 2000, I discovered the internet and used it to build websites about my real estate business. I never had to make a single cold call after this. People would look for office space and find me. They would call me and I got the mandate. An other good example is AI. Many see it as an enemy. They’re afraid AI will replace them. The reality is that, if they don’t adapt, they will become obsolete.
9. Fear of missing your quota, your objectives
The Fear of missing your sales quota is a common concern. It can feel like a dark cloud hanging over your head. You set your objectives high, aiming to hit those targets. But when you fall short, it can be disheartening. This fear can lead to anxiety, affecting your performance and overall well-being.
Let’s talk about something we all face – the quota pressure.
Missing your numbers? It’s scary. You start taking that stress home. Your mind’s always on work. Family time? What’s that? You’re checking emails at dinner. Skipping your kid’s soccer game for one more call. Your partner’s giving you the side-eye.
You are not your quota
Missing your quota doesn’t impact only your paycheck. It can shake your confidence. You might start doubting your skills and questioning your strategies. This self-doubt can create a vicious cycle, making it even harder to meet your goals next time. Just think that you are not your quota.
The pressure to perform can also cause stress. You might find yourself working longer hours, trying to catch up. This can lead to burnout, affecting your health and personal life. It’s important to recognize these signs early and take steps to manage your stress.
Create anchors to stay positive
Remember, every salesperson faces challenges. The key is to stay focused and keep a positive mindset. Use setbacks as learning opportunities. Adjust your strategies and keep pushing forward.
But here’s the thing. It doesn’t have to be this way. There are techniques to get your mojo back. To crush those targets without crushing your home life. We have simple yet effective techniques to help you reach your goals.
There’s free exercises on creating anchors in the Hypnotic Selling Machine Blueprint
10. Fear of Asking for the Business:
No matter how hard-working, smart, attractive, or personable you are, if you don’t ask for the sale, you’ll fail.
The fear of asking for the business stems from a variety of factors. Some reps worry that the customer will be insulted if they make a direct ask. They fear it will damage the relationship they’ve built. Others lack confidence in their own abilities. They are afraid the customer will reject them, damaging their self-esteem. Some are afraid it will create a conflict by putting a customer on the spot.
People like to buy
Look, customers actually want you to ask for their business. They know the sales process ends with a purchase. If you don’t ask for that final commitment, they might feel left hanging. When you ask for the sale, you’re showing them you value their time. If you believe in your product, you should stand behind it. It can be the game-changer that gets them to say yes. If you don’t believe in your product enough, go sell something else.
Know and believe in your product
Overcoming the fear of the ask requires a mindset shift. Reps must make the close feel natural and comfortable for the customer. They need to develop a genuine belief in the value they are offering. And they have to be willing to accept the possibility of “no” without taking it as if it’s against them.
See it as a mission to sell
See closing as an opportunity to demonstrate leadership. That’s what customers are looking for.
Everything is easy when you have the formula.
In our training, we teach a series of simple, conversational questions. Those questions help salespeople know how to present their products. The prospect will find their product irresistible. By uncovering the customer’s true needs and motivations, you can craft a solution. The prospect will sell themselves on. After the discovery process, the customer often says, ‘Yes, that’s exactly what I want!” No need to worry about closing or handling objections. No need for sleazy or phony closing tactics. The prospect has closed the deal themselves.
How to Overcome These Fears
1. Build Resilience
Mindfulness exercises: Start by taking a few minutes each day to focus on your breathing. Do you want a simple technique not to be nervous? You will notice that when you’re nervous that your breathing is shallow. You breath from the upper part of the chest. When this happens, breath deeply and make sure you do this for at least one minute. You will become calm. Another way is to feel the tip of your toes in your shoes. This will “ground you” and you will become calmer. See our exercise on our Youtube Channel
Use positive affirmations like “I’m confident and capable in my sales abilities.”
Learn from setbacks: Remember, every challenge is a chance to grow stronger.
2. Improve Your Skills
Begin by attending workshops and seminars
Listen to sales podcasts
Read our blog
Then, get The Hypnotic Selling Machine Multimedia Training.
3. Find a Mentor
First, model great sales people.
Next, join sales groups on Facebook or LinkedIn
4. Practice Public Speaking
Start small: Speak in front of friends or family
Then, join a group like Toastmasters
Additionally, use apps like Orai to improve your skills
5. Embrace Change
Stay updated on industry trends
Always be open to new technologies
Above all, adopt a growth mindset
In conclusion, There are techniques for overcoming all those fears.
Get TheHypnoticSellingMachine.com. We also have a training about feeling good all the time. get the info here
Want to learn more? Here are some additional resources:
Practical Tips and Exercises
1. Daily Affirmations
Do these:
“I am confident and capable in my sales abilities.”
“Every rejection brings me closer to success.”
“I am always improving and growing.”
2. Role-Playing
Practice sales scenarios with a colleague. Take turns being the salesperson and the client.
3. Visualizations
Spend a few minutes each day imagining successful sales interactions. Picture yourself confidently presenting and closing deals.
4. Get Feedback
Regularly ask for feedback from peers and mentors. Use their insights to improve your skills.
5. NLP Techniques
Anchors are fantastic for overcoming fears
We have videos on creating anchors
An NLP anchor is a technique in neuro-linguistic programming (NLP). It involves associating a specific trigger with a particular emotional or mental state. A good example of a trigger is a gesture, touch, sound, or word. Then you recall that state whenever you want by “firing” the anchor. We have a free videos on our website
GO TO OUR “HYPNOTIC” YOUTUBE CHANEL
Some very useful techniques:
- The 5 Knuckle Selling Anchor: Is the combination of different states that are useful in sales.
- The Swish Pattern: Replace negative thoughts with positive ones
- Reframe past events to build a positive outlook
- Discover the secret to feeling great all the time with our free video.
The Feeling Good Anchor - Unlock Sales Success! Discover this free video The Hypnotic Selling Machine Blueprint
6. Remember that Motivation is a Daly task
It’s like going to the gym, do your exercises (anchors, swish, future pacing)
I practise a motivation exercise everyday.
I think, visualize and answer the following 6 questions, then at the end of each answer, I anchor the good feeling.
- What do I enjoy the most in my life ?
- What am I excited about in my life?
- What am I proud of the most in my life?
- What am I grateful of in my life?
- Who do I love?
- Who loves me?
Conclusion
Remember, overcoming fear is easy if you know how to do it. There are simple techniques that can help you overcome your fears.
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Share your own tips and experiences in the comments below.