Over the past several weeks we have discussed elements of
successful selling. There Is No Secret to sales success; it is a process. You may be deciding whether to take the plunge
into a professional sales career or remain in your self-defined secure shell,
however the “what if’s,” or the FEAR is paralyzing your decision-making process. How do overcome FEAR? There
Is No Secret – it’s the process!
According to a study by Glasgow University, we are born with the basic emotions of Happiness, Sadness, Fear, Anger, Surprise, and Disgust. Agreeing or not, FEAR is a basic human trait. If we do a little research on the human species, we will see that it is not FEAR of making decisions that we are born, however has evolved from the instinct to survive. Instinctual fear is to protect from bodily harm or life-threatening elements/events; not of situations involving the exchange of ideas or opinions; or as we discussed in earlier posts, REJECTION.
Example: A peer or supervisor has referred you as a candidate for the new executive sales position open in your company or you have envied (not in a sinful way) your friend’s new home purchased by his success as a sales executive and you are considering a career change. “What if I cannot do it?” “What if no one buys from me?” “What if I fail?” These are just a few of the negative questions instilling FEAR. Now ask, “will any of this physically harm or kill me?” “What if they all buy from me?” “What if I succeed?” Still afraid? There is no life-threatening event in the making. Your FEAR is as make believe as any fairy tale!
Have you ever heard, “risk/reward?” The higher the risk, the higher the reward. Study the turtle. Yes, the common turtle living in a hardened shell protected from most elements. How does it move forward or succeed to get to food, water, or nesting? By sticking its soft, vulnerable neck OUT of its protective shell. Without doing so, it cannot move forward….or at all! When the turtle does this, his life is in danger. By taking the risk of proving yourself as a successful sales executive, or “sticking your figurative neck out,” does not put your body or life in harm’s way as it does the turtle, however you will move FORWARD in your quest for success!
Are you ready to decide to leave behind your self-defined “secure shell?” Have you realized that a decision to begin your career as a professional sales executive will not danger your life? Are you ready to be successful and make your financial dreams come true?
Visit tomorrow when we begin to drill down into the process by honing your skill of establishing RAPPORT! And remember……….
There Is No Secret to Overcoming Fear – It’s the Process!