Complacency and Fear are Sales Busters

Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. Studies confirm that 80% of all salespeople fail in their first year because of the fears associated with prospecting. 40% of veteran producers with more than five years -- experience severe sales slumps due to fears associated with prospecting.

Fears are productivity busters that drain our energies and makes sales prospecting emotionally difficult. Fears most commonly recognized in the sales world are fear of rejection, fear of loss, fear using the telephone, fear of not be prepared, group selling and a host of others. All of which jeopardize existing relationships with customers and stand in the way of acquiring new customers -- resulting in loss revenue for companies and loss income for salespeople.

Eliminating those fears is something that is easy to overcome. But sales managers and trainers who tell sales rookies and seasoned professionals to do the things you fear most and it will go away -- haven't a clue of what harm is being done. The person who is motivated, has sales goals and is reluctant to cold calls, self-promotion, selling to groups or any other forms of call reluctant is legitimately fearful. Forcing that person to make cold calls on the telephone is only imbedding the fear deeper. It is like pounding a nail into a person's leg and at the same time telling them to think positive and it won't hurt.

Fears are feeling establish when we allow ourselves to, mindlessly, recite self-limiting thoughts. To overcome distressful gut wrenching feelings we must replace fear producing self-talk with non-fear-producing statements.

Sales, is a stressful business causing negative mind chatter in a person to conjure up all kinds of unpleasant thoughts. When prospecting, it is not at all uncommon for the salesperson to check out momentarily by going into a state of self-hypnosis reciting counterproductive, contorted and self-defeating talk. When that occurs, you need to replace it with self-enhancing self-talk, which will result in constructive emotional responses.

When complacency and stress sets in -- beware. Check what is going on with your self-talk. It just may be that you are slowly being contaminated. When you are having feelings of distress and despair over any form of prospecting, listen carefully to yourself. Are you hearing highly charge and emotional words like -- couldn't, terrible, awful, can't, hate -- that automatically invoke self-talk statements that are inhibiting your career.

Here is a simplified but useful way of reversing self-diminishing self-talk:

1. Close you eyes and take three deep breaths.

2. While you are exhaling, slow your self-talk down to the point that you are reciting, your words, in slow motion. Listen for your self-defeating talk.

3. Disconnect your self-defeating talk with goal-supporting non-fear producing statements.

4. Continue the reinforcement by visualizing a positive outcome along with your non-fear producing statements.

Your focus in this simplified exercise is to realign your emotional energy. Fear takes on many different forms and drains us of energy, while robbing us of many valuable hours we could be using more productively for prospecting and growing our business.

Don L. Price ? Coaching Minds To Succeed, Sales/Marketing & High Performance Success Coach, International Speaker, Consultant and Author of Secrets of Personal Marketing Power-Strategies for Achieving Greater Personal & Business Success -- http://www.donlprice.com

http://www.donlprice.com/files/htisubmit.htm

In The News:

U.S. Retail Sales Fell in September  The Wall Street Journal
Honeywell Lowers Sales Outlook  The Wall Street Journal

How to Write Testimonials that Sell CDs Like Magic

"Which is your best CD?"Ever get that question? My band... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying... Read More

10 Amazing Product Selling Formulas

1. Sell your products at a wholesale price to retail... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More

The Top 10 Myths About the Sales Profession

Myth 1: Sales People are all Shady!In the Broadway play... Read More

Expert Qualities in Sales

If you went to see your doctor, and he mentioned... Read More

Peak Performance ? What You See Is What You Get!

Would you like an easy way to track the performance... Read More

The Force That Drives Buying Decisions

What do people buy? They don't buy your wonderful presentation.... Read More

Focus on a Trade - Not a Discount

Smart buyers will always ask for a better price. Unfortunately,... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... Read More

The Email Blow-Off

This week's article is my response to a question by... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You... Read More

A Pause For Thought

You can have your cake and eat it.What is it... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get... Read More

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to... Read More

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering... Read More

The History of Sales: Dale Carnegie is Still with Us

I've recently been hearing sales companies talk about how they... Read More