Description
Secrets of the Superseller – Book 4/6 – One of Today’s Greatest Challenges
This is the fourth in a special series of books for the upcoming professional salesperson wanting to take their selling to the next level and grow as a superseller salesperson. Over the years very few books have been written that reveal so much as these six do.
I remember tearing a page out of a magazine somewhere because of the article, but I’m unable to give the author credit for his or her work, and because of the laws of copyright I have had to alter the contents slightly. I want to use some of it here because it sums up what I want to say so well.
What’s the one thing that stops countless people from realizing their ultimate professional success? Is it the economy, competition or oil prices? No. As challenging as these external factors can be, it’s not any of them. In fact, nothing comes close to the power of your largest obstacle — FEAR. A four-letter word that costs unsuspecting and unknowing people millions of dollars.
We all have it in our everyday lives. Prime-time television shows are based on it. You’ve seen the ones I mean. You’ve seen the victims that are thrown into the situations they fear the most – like a pit of insects or rodents, or you see them jumping from buildings and so on.
Humans have an important built-in protection instinct. It’s called the fight or flight syndrome. When we confronted by something that we believe can harm or even kill us, our body has two primary reactions, to fight (defend our position) or to flight (to run like heck). But as humans we have an even more powerful ability to analyze and understand. We are able to step back from our fear and determine if it is worthy of the fight instinct or the flight instinct.
Maybe we have given our fears more power than they deserve and conquering any one of those fears will bring us greater rewards than any prize money we could win on any game show ever could.
Top salespeople use a method that’s called desensitizing, or more simply stated, positive action to overcome their fears. They do what they fear the most and each time they do it, they fear it less and less. This positive momentum breaks the initial immobilizing hold that fear can have on them. But as good as it is, it’s not for everyone, because it simply won’t work until the individual is ready to approach his or her fears in that manner. It’s something that should never be forced on anyone – no matter what.
The one thing that is certain about your fears is that to overcome each of the things you fear individually can easily become a lifelong quest.
You should ask yourself what’s the worst that can happen to you if you try and fail? You won’t get the sale, right? So what? There will be more opportunities available providing you don’t simply give up and never try again.
In life, there are two types of people. Those who try, stumble, fall over, but then get up and try again. And there are those who fear stumbling so much in the first place, they never even try. All you have to do is to work out which of the two groups is the more successful?
There are six books in the series
Secrets of the Superseller – Book 1/6 – The Must Have Superselling Basics
Secrets of the Superseller – Book 2/6 – The Must Have Superselling Skills
Secrets of the Superseller – Book 3/6 – Real Change is Forever
Secrets of the Superseller – Book 4/6 – One of Today’s Greatest Challenges
Secrets of the Superseller – Book 5/6 – Attention Grabbing Statements
Secrets of the Superseller – Book 6/6 – Knowing Which Questions to Ask
INDEX OF CONTENTS
ONE OF TODAY’S GREATEST CHALLENGES
BOOK 4 – INDEX
Chapter 8
FEAR – THE BIGGEST STUMBLING BLOCK TO PROFESSIONAL SELLING
8.1 – WHY DO WE FEAR THE WORD “FEAR” SO MUCH WHEN IT’S SIMPLY NOTHING TO BE FEARFUL OF?
THE USE OF FEAR IS NECESSARY TOOL IN A GOOD PRESENTATION IF YOU WANT TO MAKE THE SALE
BUT THERE ARE MANY MORE PROBLEMS CAUSED BY FEAR THAN MOST REALISE
FEAR – PERHAPS THE MOST UNDERRATED PROBLEM AREA IN SALES TODAY
8.2 – THE SALESPERSON MUST GET THEIR PRIORITIES STRAIGHT TO BE ABLE TO SELL
8.3 – OVERCOMING THE FEAR OF REJECTION
8.4 – FEAR CREATES CALL RELUCTANCE
8.5 – FEAR CAUSES PROCRASTINATION
8.6 – FEAR DESTROYS A HEALTHY SELF-IMAGE
8.7 – FEAR REDUCES CONFIDENCE
LET’S LOOK AT THE ISSUE OF “SELF-ESTEEM” AND HOW IT RELATES TO “SELF-CONFIDENCE”
8.8 – FEAR CREATES UNDUE PRESSURE
WHENEVER WE FEEL FEAR OF NOT DOING A GREAT JOB, OR FORCE THE SALE, WE EXPOSE ANOTHER PRESSURE
YOUR PROSPECTS AND CUSTOMERS SHOULD HAVE THE FEAR PROBLEM – IF THEY DON’T, FORGET THE SALE
HERE’S SOMETHING YOU CAN CONSIDER TO GET YOU UNDER WAY AGAIN
8.9 – FEARS EXIST – SIMPLY BECAUSE THE BASICS ARE LACKING
HERE’S A FEW THINGS TO CONSIDER THAT MAY HELP
INCORPORATE THE THINGS THAT APPEAL TO THE PROSPECT
8.10 – THE FEAR OF FAILURE
MOST PEOPLE FEAR WHAT THEY DON’T AIM AT OR SIMPLY FEAR THE UNKNOWN
FAR TOO MANY SALESPEOPLE EQUATE FAILURE WITH BEING A “LOSER” FURTHER FUELLING THE FEAR OF FAILURE
HERE’S A VIVID EXAMPLE OF THE FEAR OF FAILURE
PERFORMANCE EXPECTATIONS CAN FUEL THE FEAR OF FAILURE
ACCEPT THAT YOU WILL FAIL FROM TIME TO TIME AND LIVE WITH IT
8.11 – THE FEAR OF INSECURITY
ONCE CERTAINTY AND SECURITY DIMINISH INSECURITY TAKES OVER
THE FEAR OF INSECURITY LEAVES ALL OF US WONDERING ABOUT BETTER THINGS IN OUR LIVES
AND THE FEAR OF INSECURITY AFFECTS US ALL
8.12 – THE FEAR OF SELF DOUBT
WINNERS ARE NOT YOUR AVERAGE SALES PEOPLE
ELIMINATING THE FEAR OF SELF-DOUBT
8.13 – ELIMINATING THE FEAR OF CHANGE
WE SHOULDN’T MAKE IT OUR AMBITION TO AVOID CHANGE, FEAR AND BAD EXPERIENCES
NOW WE’VE LOOKED AT CHANGE THAT AFFECTS YOU – LET’S LOOK AT WHAT IT WILL TAKE TO CHANGE YOU
THEN THERE ARE THE URBAN MYTHS THAT HINDER CHANGE
IT WILL TAKE ME TOO LONG TO CHANGE OLD HABITS
IT WON’T LAST IF I CHANGE TOO QUICKLY
YOU HAVE TO UNDERSTAND YOUR BEHAVIOUR TO CHANGE
THAT’S THE WAY I AM – I’LL NEVER CHANGE
I’M TOO OLD TO CHANGE NOW
8.14 – FEARS DIMINISH WHEN WE UNDERSTAND THE BENEFITS OF PRESSING THROUGH
LETS INVESTIGATE HOW WE ACCEPT THOSE FEARS
FEAR IS CAUSED BY IGNORANCE & UNCERTAINTY
8.15 – DISCOURAGEMENT
DISCOURAGEMENT IS A POWERFUL OBSTACLE
STOP BEING SOMEONE YOU’RE NOT
8.17 – YOUR PROSPECTS SHOULD HAVE THE PROBLEM – IF THEY DON’T, FORGET THE SALE
8.18 – IN CONCLUSION
Chapter 9
NEGATIVITY IS DESTRUCTIVE AND REALLY DANGEROUS
NEGATIVITY CAN CAUSE STRANGE BEHAVIOUR – REALLY STRANGE
NEGATIVITY HAS LITTLE TO DO WITH FACT AND A LOT TO DO WITH COMPLAINING TO GET ATTENTION
9.1 – WE NEED TO TAKE CONTROL OF THE COMPLAINING ISSUE AND TURN IT AROUND
9.2 – UNDERSTANDING HOW THE NEGATIVE WORLD OF OUR IMAGINATION HOLDS US BACK
LET’S CONSIDER JOHNS WORK ISSUES FOR A MOMENT AND THE TERRITORY HE HAS BEEN ALLOCATED
JOHN THINKS ADMIRES MALCOLM AND THINKS HE HAS A GREAT TERRITORY TO WORK
BUT JOHN HAS NOW BECOME A PRODUCT OF HIS OWN IMAGINATION
A QUICK TRIP TO THE COFFEE SHOP REVEALS MORE OF HIS NEW CHARACTER
IT’S A REAL LIFE STORY WITH A FICTITIOUS CHARACTER
SEEING FAULTS IN OTHERS JUST MAY THE CLUES YOU NEED TO ACKNOWLEDGE
EVERYONE JOHN NEW TRIED TO HELP BUT JOHN MANAGED TO TALK HIS WAY OUT OF IT
9.3 – BLOW AWAY THE EFFECTS OF NEGATIVE THINKING WITH BOTH BARRELS BLAZING
THERE’S A DEFINATE PATTERN TO THE EARLY STAGES OF NEGATIVITY
NEGATIVE PEOPLE BECOME REALLY SELFISH PEOPLE THE MORE THEIR UNHAPPINESS DOMINATES THEM
“LIKE” ATTRACTS “LIKE” EVEN IN NEGATIVE THINKERS
IT ALL APPLIES TO THE SALES PROFESSION AS WELL
PEOPLE LIKE KEVIN NEED HELP TO TURNAROUND
KEVIN NEEDS HELP FROM EVERYONE
NEGATIVE PEOPLE DON’T BELIEVE IN “POSITIVE THINKING” – AT LEAST NOT FOR THEM ANYWAY
KEVIN HAS REALLY CONTRIBUTED TO EVERYONE AROUND HIM
9.4 – MOTIVATION V’s INSPIRATION – I JUST WANT TO INSPIRE YOU
THERE CAN BE GOOD TIMES IN EVERYTHING YOU PUT YOUR HAND TO DO
IF IN DOUBT, STOP, ANALYSE AND IF YOU HAVE PEACE ABOUT IT CONTINUE ON
GIVE YOUR SUBCONCIOUS GOOD INSTRUCTIONS
PAST FAILURES HAVE NO PLACE IN THE PRESENT TENSE
ANGER IS NOT A SOLUTION NOR IS IT A RESOLUTION
USE EMOTION TO WRITE SALES AND NOT TO GET EVEN
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