To Overcome Your Fear Of Selling
Rachna D. Jain
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
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
10) Keep practicing. Like any other business skill, "selling" gets
easier the more you do it. So get out there, start small, and keep
(c) 2003. Dr. Rachna D. Jain. All Rights in All Media Reserved
Dr. Rachna D. Jain is a sales and marketing coach and Director of
Operations for SalesCoachTraining.com. Sign up for her free email
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