More New Sales, NOW!

Throughout my life I have confronted fear in very real and concrete ways.  But as I move into the Ultimate Sales Challenge, I started wondering — how does fear enter into sales?  Many people have said they are scared of the “No” on the other end of the phone.  The rejection or fear of rejection.  But is it truly rejection of you, or is it rejection of the service or product that you have.  Have you or I not done enough to figure out whether we are approaching the right people?   Could it be that our target is off or that we haven’t done enough pre work to be in the “sales” position with that particular call or person.

All great questions.  But when it comes down to it, fear is one of those root emotions that can be immobilizing.  I know it can for me.  Ways that I have addressed fear in the past were all very physical. In my radio interview last week on BizologyBuzz Radio I talked with Don Spini about his new book: “Sixty Seconds to Yes” he talked about practice. And that to be successful in anything that we do we need to practice. If you are a golfer, you know that it is practice that helps your game. I know that as a runner, the more I run, the better I run. Practice. So, what can I do this week to practice in the area of sales? One is to practice making the calls. That is the hard step, for me. What is the hard step for you in the sales cycle?

Be sure to listen to my interview with Don here.