Sales: Fear of Failure Caused Your Failure?
30 10 2008Even Big Chickens Can Achieve Success
Heroes and cowards feel the same fear. It is the action they take that separates them. The idea that we have to develop courage to succeed is ludicrous. Successful people take action while they are afraid.
Transferal of fear
If you seem unsure of yourself, the customer picks up on it. (Have you ever bought anything from a really sweaty salesperson?) Then the customer fears failure. He is afraid he won’t get what he needs or your product will not perform as you’ve described.
Credibility and projected confidence are cures for the customer’s fear. You can achieve that credibility and confidence through testimonials: current customers telling her how well your product serves their needs. What you say about your product is not enough. What others say is proof.
Worst-Case Scenario
No one sales call will make or break your career. What’s the worst thing that can happen? The prospect says no!
If you never asked for the sale, never tried to close, you would never know the outcome and the sting of rejection does not last as long as eternal regret.
A hero is a coward who just hung in there one minute longer.
Top-producing salespeople kick their projected confidence into gear regardless of how they feel. Many great salespeople have closed big deals with great confidence … and then freaked out in the parking lot afterward.
© Wynn Solutions 2005
Garrison Wynn, is a nationally known speaker, trainer, and consultant. He is the president and founder of Wynn Solutions, specializing in the truth about success.
www.wynnsolutions.com
Keynote speaker Garrison Wynn helps people learn how to make the jump from being great at what they do to understanding and developing the qualities it takes to be chosen for the job.
As a keynote speaker, advisor, and entertainer, Garrison has worked with some of the world’s most effective corporate leaders and salespeople, from multibillion-dollar manufacturers to top New York Stock Exchange wire houses. He has a background in manufacturing, entertainment, telecommunications, and financial services.
http://www.managingchange.biz/
