How to Overcome All Your Fears of Selling
By: Tessa Stowe
Do you love what you do but hate the thought of having to
"sell" your services?
Do some of these fears arise when you think of selling?:
* fear of rejection
* fear of being thought of as pushy
* fear of getting a "no"
* fear of being seen as a salesperson
* fear of .....................
Do any of these fears resonate with you?
What impact is your fear of selling having on your business? Your
fears and unease around selling are no doubt holding you back from
having conversations with potential clients. Or, if you are having
these conversations, you can feel your fears negatively impacting your results.
Just imagine if all your fears around selling were eliminated.
I invite you to think about this for a minute. How would having no
fears of selling make you feel? What difference would that make to
Would you feel more confident and relaxed? Would you speak to more
people about what you have to offer? Do you think you would attract
The question then is what are the steps to overcome all your fears of selling?
The first step is to identify all your fears of selling. I'd
encourage you to make a list right now before reading further.
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.
There will be some fears that will not be altered by changing your
perspective and these are the selling "skill set fears". These are
the fears that arise because you do not know how to have a sales
conversation as you have simply not learned and acquired the
necessary sales skills. These "skill set fears" can be overcome by
increasing your competence in selling and learning the skill of
having a sales conversation.
Find and learn a simple process for having a sales conversation so
you can become skilful 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 "perspective fears" and your selling "skill set
fears" as I have outlined above, 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!.
© 2007, Tessa Stowe, Sales Conversation. You are welcome to "reprint"
this article online as long as it remains complete and unaltered (including
the "about the author" info at the end) and all links are made live.
Tessa Stowe teaches small business owners and recovering salespeople
10 simple steps to turn conversations into clients without being
sales-y or pushy. To learn her 8-step process for overcoming all your
fears of selling, get a copy of her free ebook at http://www.salesconversation.com/overcomefears