3 common fears about selling and how to overcome them
Three common fears about selling and how you can overcome them by adopting the right mindset.
A common misconception is “Some people are born salespeople – you either have it or you don’t’’. Well, it is partly correct, some people are naturally better at sales but that doesn’t necessarily mean you can’t train your skills to master the art of sales.
In my daily work as a Business Coach, I specialise in helping small-business owners grow their businesses and increase their sales and we often come across a roadblock when it comes to pitching their product or service.
Common underlying factors are lack of confidence in themselves or their product or service and fear of failure and rejection.
However, the good news is that these fears (which are very common) can be overcome by adopting the right attitude, practice and training.
Below are three common fears about selling and how you can overcome them by adopting the right mindset.
1. Starting The Conversation
This is something I hear a lot. “I just don’t know what to say”, “How do I introduce myself”, “They probably get contacted by hundreds of people, why would they want to speak to me?”.
This is, by all means, a daunting phase when it comes to growing your business. It is, however, a really crucial step in the sales process because the way you begin a conversation will have great influence over the way the rest of the interaction goes. Naturally, this is why many business owners find the initial conversation daunting. However from my experience, once someone has got over the initial hump, this stage becomes much easier.
Write down your ‘elevator pitch’. Think about what you can add to the client, the ‘Unique Selling Point’ of your product and service. Practice a short introduction (yes, read it out loud and practise in front of a mirror) which you can use for your prospects. The pitch can, of course, be adapted for each client but it is a good idea to have a clear idea of the message you wish to convey beforehand.
By being prepared and have the ‘script’ at hand when you start to make those first phone calls and sending those emails will make you feel more comfortable and confident starting the conversation.
2. Coming across as pushy
This is perhaps one of the most common fears I keep hearing (and personally was my greatest sales fear). We’ve probably all had a few negative experiences from salespeople who keep pushing, pressuring and simply won’t leave us alone. As a result, many business owners worry they will make their potential clients feel the same way.
The key is to try to have a conversation with your prospects rather than simply trying to sell them something. Get to know your potential clients, ask the questions to determine if your offering is of value to that person. Put yourself in your client’s shoes, how would you like to be approached? If you develop a genuine interest in your potential clients you will automatically develop a sense of trust which is proven to be one of the most important factors to make a sale.
3. The fear of being rejected
When we first start out making those first phone-calls, for many of us the fear of getting a ‘NO” is so great that we almost automatically ‘write-off’ the conversation as a ‘no-go’ before it even takes place, only to protect ourselves and our egos. However, if we start to look at why we feel rejected and ask ourselves if we take a business decision personally we can start to understand our feelings our rejection. Do we automatically presume it is because we aren’t good enough as a person? Or can we look further and separate the two and instead take ‘NO’ as a business decision and accept it gracefully and move on?
There is no hard and fast solution to overcome this obstacle rather than keep doing it – keep making those phone calls. Any sales-guru would proudly say – “it’s a numbers game”, which is to be fair a true statement. The more people we reach out to, the greater the chance is to get someone to say ‘YES’. An important thing to remember is that rejection is a natural part of all aspects of our lives including business. It doesn’t necessarily need to be a negative experience. We can use rejections to our advantage to fine-tune our service offerings. Use the rejection to ask the person why they decided to say no this time and use the answer as valuable market research for the future.