Don't Let Fear Stand in Your Way
ave sales leveled off or dipped? Have you hit a plateau? Are you still in the same position while others have been promoted or moved onto greater things?
There are as many reasons for slips in performance as there are people who experience them. However, no matter the industry, career or specific nature of the problem, often a stagnant career path or lagging performance can be traced back to one thing: fear.
Fear of what, you ask? Plenty. Fear of failure. Fear of rejection. Fear of the unknown. Fear of appearing foolish. Below are some common fear instillers, and ways to face them head on.
Fear of Failure
Sales professionals afraid of failure worry about what will happen if they do not succeed.
They are concerned about the "tragedy" that will ensue if they flop. Many times, the scenario that they envision is worse than the reality.
Some professionals never attempt certain tasks because they believe that if they never try, they can never fail. As we know intellectually, it is better to try and fail than to never try. But, emotionally, fear of failure paralyzes many people.
Solution: Ask yourself, so what if I fail? Realistically, what's the worst that could happen? You don't get the sale? You have to try again? That's not so bad. You didn't have the sale to begin with, so you've lost nothing!
Fear of the Unknown
Those who are afraid of the unknown let uncertainties stop them from reaching their goals. They believe that since they can't predict what will happen, they can't prepare, and that scares them.
Many professionals don't like taking risks, but as we all know, any success involves some amount of risk.
Solution: Not knowing what will happen doesn't mean you can't prepare at all. Do some basic preparation and then go for it. The only way to find out what will happen is to try. Even if you fail you learn something, which means one less thing that you don't know. Next time it will be that much easier.
Fear of the Known
While some people are afraid of the unknown, others are afraid of what they do know. Past mistakes, failures and debacles have made them wary of taking new risks. They know firsthand how bad it can be, and they don't want to go there.
Maybe they completely blanked out on a presentation and were left fumbling through a briefcase for note cards. Perhaps the product failed during the demo. Or, they called the prospect the wrong name or had misinformation about her company.
Solution: The good thing about past failures is that you can learn from them. Use that knowledge to prepare for the future. Since the last experience left such an impression, you probably won't make the same mistake again. Learn from it, put it in the past and move on.
Fear of Rejection
Those who are afraid of rejection tend to take it personally when a prospect declines a service. They may internalize it and take it as a personal rejection. The prospect says no and they hear, "You aren't a good salesperson; you failed at your job."
Solution: Make efforts to differentiate yourself from your job and services.
Remember that you are not what you do for a living. It's a part of you, but it's not who you are. Working as a salesperson requires tough skin; the sooner you develop this, the better off you will be.
Fear of Appearing Foolish
It's difficult to stand in front of a group of people, or even one person, and deliver a presentation. Many people are afraid of appearing foolish. They don't want to look like a clown, and they may resist taking risks, such as getting up in front of a group, for fear they might do something stupid. Giving a presentation is outside their comfort zone and since it's unfamiliar territory, there is a potential to look foolish.
Solution: Don't take yourself so seriously. Even if you do make a mistake in front of a group, it will pass. You are focused on yourself much more than others are focused on you. Whatever faux pas you commit will soon be forgotten when someone else commits one. And there will be another one. Fear can't hurt you. Surrendering to it gives it the power to hurt you. Fear is a great motivator. Choose to let it win, or choose to take risks, grow and become a better sales professional, employee, boss and person. It's your choice.
|