The 9 REAL and PRACTICAL fears that prevents them from selling
We have talked about the psychological fears around business development, but some people also think very practically about how a failed sales experience will affect them. So perhaps they have accepted that they are now going to have to sell their profession or trade. But here is what is going through their minds:
1. Fear of coming across as pushy
2. Fear of loss of credibility
3. Fear of negotiation
4. Fear of not making targets
5. Fear of asking for the sale
6. Fear of losing one’s job!
7. Fear of the response from the ‘boss’
8. Fear of the imagined consequence
9. Fear of sales being cold calling and confronting networking!
Why do they feel like this? Probably because they have experienced or seen it. We don’t have to wonder why people fear sales. Some of what people have seen and experienced around sales in their lifetime is nothing short of ugly.
Here are 6 tips on helping your team with the practical side of fear:
- Skill people up
2. Role play scenarios with them
3. Train people in tough negotiation
4. Make targets realistic, and when people don’t hit them, ask what you can do to support them.
5. Help people understand that imagined consequences, are most often imagined!
6. Work through the matrix of sales and BD activities. There are 100’s of them. It isn’t just cold calling and networking!
If your team is struggling to meet its targets — if there are fears playing out, a lack of confidence, lack mindset, our IOBDI profiling tool might just be of assistance. It focuses on the psychology behind the struggle with sales, as well as the sales culture in your workplace.
