Who’s Afraid of the Big, Bad Meeting?

Some sales professionals get nervous before a presentation or experience butterflies as they prepare for a big meeting. However, as nervous as you may be, it’s probably nothing compared to the prospect’s fear. While the prospect won’t be fearful at your first meeting, as the negotiations continue, he may have some fears and misgivings.

It is safe to assume that most prospects experience some hesitancy and fear–fear is a natural step in the sales process. What can cause a prospect to become fearful? Ask yourself, and your prospect, the following questions. If you have any yes answers, the prospect may have reason to be apprehensive.

•  Will this change your business’ day-to-day operations?

•  How much will this cost in proportion to other investments?

•  Is this a new concept for your business?

•  How long will it take for this to become the status quo?

•  How many people/locations need to learn new procedures?

•  What’s at risk if this solution fails?

•  How many people are involved in this decision?

If you can identify the fear up front, you can ease the prospect’s mind. If the fear is unfounded, you can help the prospect recognize that. If it is legitimate, you can take action to prevent and reduce risks and thus allay his fears.

It’s important to note that you can’t instruct someone not to be afraid. You have to help him understand that there is no reason to be fearful. You must help him feel confident in you, your product and his decision to let you become his partner in business.

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