Some of your fears arise because of your perspective on selling and some of your fears arise from simply not knowing how to sell - you don’t have a selling skill set. So your fears can be classified as either “perspective fears” or “skill set fears”.

With respect to each of your “perspective fears”, it is your perspective (or viewpoint) that is giving you these fears. Change your viewpoint, change your perspective, and you will reduce or even eliminate your fear. To overcome your “perspective fears”, the process is to simply change your perspective to one that empowers you rather than one that makes you fearful and holds you back.

For example, a lot of people fear getting a “no”. This arises from the perspective that a “no” is a bad thing. I’d like you to try on the perspective that a “no” can be a very good thing and that you are sometimes grateful when you get it. In fact, I would encourage you to be in active search of a valid “no”. The sooner you find a valid “no”, the better it is for both you and your potential client as you will save each other a lot of time. How does this perspective on a “no” make you feel?

Can you see how powerful it is if you change your perspective on a “no”? The same process can also be used for your other “perspective fears” around selling. Look at each “perspective fear” and ask yourself what perspective you can take so that you are empowered rather than fearful. Hint: try the direct opposite and explore what it would be like if you took on that perspective.

Find and learn a simple process for having a sales conversation so you can become skillful at it. Be careful because you absolutely must find and learn a process for having a sales conversation that is in alignment with who you want to be. If you learn a process for having a sales conversation that is in alignment with who you want to be, you will enjoy having sales conversations and your fear of having these conversations will be reduced and even eliminated.

If you work on your fears you will find yourself not only having more sales conversations but you find yourself actually enjoying them too. I have a hunch that you will also start to get a lot more clients!

Last 5 posts by Tessa Stowe

• Hate Selling? Start By Being “You” When Selling - October 5th, 2007
• What steps can you take to overcome your fear of selling? - September 29th, 2007
• Are You Having Sales Conversations From Your Head? - September 23rd, 2007
• Three Steps To Authentic Sales Conversations - September 22nd, 2007
• A Simple Sales Strategy: Ask Questions - September 17th, 2007

This entry was posted on Thursday, September 6th, 2007 at 1:35 pm and is filed under Personal Development, Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.