FEAR HAS BEEN A PET STUDY OF MINE FOR 40 YEARS
For the past 40 years I’ve been training salespeople, managing them for over 35 years and studying their craft for about the same period of time. During that time the one thing that has reared its ugly head more than any other, in my opinion, has been the way FEAR has both gripped and controlled to way so many salespeople have performed – or have not been able to perform . . . because of fear. To say that it has become a pet study of mine, would have to be an understatement. I truly would have to say I have become obsessed by it and am concerned that it has not become a major issue in the minds of Governments, Business Owners, Managers and Trainers. But it should be.
In my opinion, fears are a profound productivity buster that drain the energy from potentially good salespeople and makes the sales process emotionally difficult for them.
The fears that are the most commonly recognised Fears in sales are as follows:
The fear of rejection,
The fear of loss,
The fear using the telephone,
The fear of door canvassing,
The fear of not being prepared,
The fear of presentation,
The fear of group selling,
The fear of generating leads.
The fear of working referrals and a host of others.
All of the above fears have the potential to jeopardise existing relationships with sales and your company’s customers and stand in the way of one call sales and with the acquiring new customers — resulting in loss revenue for all types of businesses and a loss income for salespeople throughout the total sales spectrum.
Peter Collins
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