While there may be many fears, make no mistake but that they are your own and that they are likely manifested by one critical missing element. It’s not your product, your boss, or your company. They’re on you. Do any of these sound familiar?
- Fear of the unknown
- Fear of failure
- Fear of rejection
- Fear of trying something new
- Fear that you won’t know the answer
- Fear of looking stupid
In terms of the success triangle … skills, knowledge, and attitude … your fears would probably fall in the latter of the three. Now, when hiring salespeople, I have always avoided those who fall short in the attitude department.
The reason is pretty simple. I can’t change your attitude and nor do I have the energy to even try. However, you can change your attitude and you are the only one who can do that. If this is an issue for you … best get busy.
Most fears can be directly connected to confidence. Specifically, a lack thereof. In my experience, confidence comes as a result of preparation. Confidence will provide you with the courage needed to try and trying will provide you with the experience that is needed to succeed.
Look back at each of those fears that I have listed above and tell me that confidence does not play a significant role in each. You can’t.
Here are some tips to get started …
If you’re new – Take the pressure off and let folks know that you are new at this. Everybody was new, at the very least, at one time! It is nothing to be embarrassed by. Better yet, people love to help new people and that help can come in the ways of sales.
Invest in your own education – Do not wait for others to do this for you. Take ownership and do it for yourself. There are so many free sources that are available today that will help you to become more professional at what you do … for cripes sake, take advantage of them and do so on non-selling time.
Nothing breeds confidence like knowing what you are talking about. You should know your product and services cover to cover. However, never be afraid to say that you don’t know but, that you will find out.
Let me give you a non-selling related example. Fifteen years ago I decided that I wanted to learn how to play the guitar. I bought a used Fender Strat, a Fender amp, and some books. I even took a few lessons and then … I quit as quickly as I started.
Today we have something called the internet and platforms like YouTube and a ton of this stuff is free. Well, I’m back in the saddle again. There are dozens of guitar lessons on YouTube for “Locomotive Breath” alone! I still can’t play well but, through practice and persistence, I am getting better and I am building confidence.
Embrace the unknown – I’m not sure why but, I have always been consumed by the need to learn new things. That being said, my focus has always been placed on learning new things that will help me to achieve specific personal or business goals.
I wanted a website so I taught myself how to do that. Creating videos looked interesting so, I did the research and learned how to do those as well. Looking at each, you can probably tell that I’m self-taught but, who cares? I don’t and I’m the only one that I have to answer to. I’m doing this for myself, not for you. Sorry.
Above all, you need to be persistent! Right now, I’m knee deep in guitar pedals and effects and all of this might as well be written in Japanese. Despite the foreign languages, I’m learning. Unfortunately, my poor wife does have to listen to me practice but, I’m having the time of my life!
Practice – First off, practice does not make perfect. It makes permanent so learn to practice the right things. Then, practice in a safe, non-threatening, environment like: sales meetings, presentations to friends, and presentations at networking groups. Particularly for salespeople … Toastmasters rocks!
Get a mentor(s) – A huge percent of my learning process and, therefore my confidence, has come from others. I watch them, I learn from them, and I emulate them. These are my mentors and most don’t even know that they have been honored with that respected title.
Do you want a great looking profile on LinkedIn? No problem. Find five of your contemporaries who show up the highest on a targeted keyword search (the same keywords as people might use to find someone like you) and then study their profiles. Take notes and then proceed to spiff up your own.
Don’t be afraid to fail! – You’ve probably heard this. “It is only a failure when you fail to fail forward.” How can you possibly know what works until you can understand what doesn’t? Failure is a part of any growth process so welcome it! It has to become a part of your mindset.
It is no different than when a salesperson says to themselves, after receiving a “No” …. “Thanks for the $100.00!” They know that it takes 10 “No’s” to get to a “Yes” and that their average sale is worth $1,000.00. Simple math would indicate that every call, regardless of the result, is worth exactly the same amount … $100.00.
How about you? What were some of your selling fears and how did you overcome them?
Craig M. Jamieson
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