10 Tips To Overcome Your Fear Of Selling

Ahh. Selling. Sometimes, this is a word that is dreaded and feared by all but the most intrepid business owners. It seems that, even though we all know we need to "sell" our products and services, many of us feel fearful or anxious about actually doing so.

These 10 tips are designed to help you shift out of your fear, and into excitement, about sharing your product or service.

1) Know the source of your fear. This tip reminds us that it is necessary, first, to know what we're afraid of. Most often, fears of selling come in several forms. Either we worry about not being liked, or being perceived as pushy, we (secretly) worry that our product or service might not perform as we say, or we struggle with the idea of rejection. Knowing the source of your fear (sometimes it can be a combination) is an important part of overcoming your fear of selling.

2) Take action to address the source. In this way, you are taking action to overcome your fear. In some cases, this might mean that you improve your product or service (you can use customer feedback for this), or you can find ways to share your product/service in a way that feels more authentic and natural to you. You can also find ways to "bounce back" after rejection which is easier to do, by the way, if you don't take "no" personally.

3) Find enthusiasm for what you offer. One of the best techniques I've ever used to overcome my fear of selling has been to tap into my passion and enthusiasm for what I'm offering. I make a list of all the really wonderful benefits and successful outcomes of past customers. I hang this list nearby where I can see it everyday. Try this for yourself - your confidence will skyrocket.

4) Shift your perspective. How would it feel to think of yourself as "sharing information" about what you do? Or "showing benefits" or "sharing your passion?" If you feel uncomfortable or anxious about "selling"- find a way to shift your perspective to one of sharing information rather than "convincing someone to buy."

5) Start small. Very often, people tend to tackle projects much larger than they can comfortably handle. When you want to overcome your fear of selling, start small. Maybe you will share your new business with a few trusted friends first and then gradually find ways to expand your sharing to include a larger circle. The most successful business people are those who interact with others in an authentic, passionate way so find a way that feels comfortable with you and stay with it.

6) Keep track of your successes. Keep a "wins" or success journal nearby and record your achievements in it each day. This will help you stay aware of just how much you do right. We sometimes forget this.

7) Have fun with it. Rather than approaching this from a heavy "have to", "doesn't feel good" perspective find a fun, interesting way to share your knowledge or passion. Some of my clients have thrown parties, offered free giveaways, donated products/services to charities - all of these were easy, fun, and income generating. What would be fun for you?

8) Stay focused on your desired outcome. Most people take actions and reach their goals because they stay focused on the benefits of doing so. Sometimes, reminding yourself what you want, why you're doing this can help you take the next action and the next.

9) Detach from how the outcome shows up. Very often, we get really attached to "making the sale" or having a situation turn out a certain way. Instead, why not focus on efforts "I will give a great, enthusiastic, and passionate presentation" rather than outcome: "They will buy X number of this." Very often, if you stay focused on the effort - doing a great job- the outcome turns out better than you ever imagined.

10) Keep practicing. Like any other business skill, "selling" gets easier the more you do it. So get out there, start small, and keep practicing.

(c) 2003. Dr. Rachna D. Jain. All Rights in All Media Reserved

About The Author

Dr. Rachna D. Jain is a sales and marketing coach and Director of Operations for SalesCoachTraining.com. Sign up for her free email newsletter, "Sales & Marketing Secrets" To learn more or to contact Dr. Jain directly, please visit http://www.SalesandMarketingCoach.com; coach@salesandmarketingcoach.com

---

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

The Hands On Approach

While living in the technology age where everything is computerized,... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends.... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... Read More

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just... Read More

How To Make The Most Out of a Business Networking Event

You're not alone. Most people are uncomfortable walking into a... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process... Read More

The Benefits of Display Mannequins

Mannequins are primarily used in stores to display clothing. A... Read More

Health Insurance Lead and Health Insurance Leads

Health insurance lead generation systems provide a stead stream of... Read More

Keep the Referrals Coming

A key method of our survival in the business and... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read,... Read More

The Force That Drives Buying Decisions

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

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

Ten Tips for Choosing the Right Direct Sales Company

Direct sales can be your ticket to a profitable home-based... Read More

Count Down To An Advert

There are hundreds of books available to teach you how... Read More

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

Why USPs Dont Work

The USP (Unique Selling Proposition) is based on the assumption... Read More

Peddlers, Hucksters, & Empty Suits

Ever feel like you were "just a salesperson"? I think... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

How Leaky is Your Sales Pipeline?

Does your Sales Pipeline leak? If you answered no, you... Read More

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from... Read More