Four Fears That are Keeping You From Sales Success
It’s October and people are getting out their spooky decorations and watching scary movies. (That is, unless you are me and you loathe scary movies...Stranger Things is the scariest level I can handle.) Speaking of scary though, I’m thinking a lot about fear lately. Fear is a gift to us in so many ways. It’s what makes roller coasters fun, and it makes our “fight or flight” reflex work, an instinct that has protected the human race for generations. But sometimes our fear reflexes can fire at times when we really aren’t in danger at all.
Do you get dry mouth or a rapid heartbeat when you have to call a prospect? What about a queasy stomach when you have to talk about your products and services? It's really common to have a physical response like that when you decide something is scary. Recognizing the symptoms of our anxiety can help us cope with it and identify areas where we might need to change what we’re thinking or doing.
If you’ve been reading my weekly emails, have taken my Deep Dive class, or gone through coaching with me, you know that we can’t let those feelings of fear keep us from doing what we need to do in sales.
Here are some fears you or your team may experience that could trigger your fight or flight reflex and why you can’t let them rule your business development:
Fear of not being enough- Many of us struggle with feeling like we’re not good enough to call on people we perceive to be smarter or have more schooling. Maybe we feel anxious because they make more money than we do, so we perceive them as higher status. This fear hurts our bottom line. People are just people, and everyone has problems. COVID is showing this fact if nothing else!
Fear of being wrong- This fear can mask itself as perfectionism which can put a lot of stress on yourself and your sales team. A lot of people perceive perfectionists as those who just really like to do things well, but I see a desire to be perfect as fear wrapped up in a prettier bow. Having to be right keeps us from taking risks, and selling requires risk.
Fear of change- If this is you, then 2020 has really tested you. When lockdowns happened, did you begin to think creatively about how to meet client needs or did you simply go silent because everything changed so quickly and you felt anxious? States keep changing their requirements about safety requirements, and many people don’t want to meet you face-to-face. Part of fearing change may also be fearing the unknown about how to sell in the new economy. So if this is your fear, gather facts and information to help move you forward and start taking the necessary steps to confront your fear.
Fear of disappointing others- Like those who fear not being enough, you may be tempted to lie in order to say what you think others want to hear. You may get drawn into lengthy meetings and commitments, because saying “no” is next to impossible for you. You may agree to projects you don’t have time or skill to complete. It’s a good thing to want to be valuable to your team. but this kind of people-pleasing doesn’t benefit the team because it is exhausting and stressful for you and that doesn’t result in a job well done. If this is your fear, learn where your strengths are and find ways to say “yes” to tasks that use them.
Of course, after a year like 2020, we all know of more fears about sales than we have time to list here. After all, humans are complicated! One thing about each of us though is that we have the ability and capacity to change. We don’t have to react with fears. We can choose a different path. I agree with George Addair when he wrote, “Everything you’ve ever wanted is on the other side of fear.”
If you are ready to take a deeper look at the limiting beliefs that may be holding you back, I invite you to join my weekly coaching group and discover all the good that’s waiting for you on the other side of your sales fear.
