Recently I ran a survey among business owners on what fears they had around selling. Here were the top 3 answers. Do they surprise you?
The top answer was “The fear of not being able to deliver, not being good enough”. The Imposter syndrome is one common to many of us who feel that they will be ‘found out if they try and sell themselves. The voices we get in our heads tell us all kinds of self-preserving stories to protect us such as, ‘who do you think you are?’ ‘What right do you have to tell people how to run their business/manage their relationships/improve their sales’ etc. So we mess up our own heads before we even start to promote ourselves.
What do your voices tell you? Here are 3 ways to overcome this fear:
- Own Your Successes. There is a real reason that you’ve got to where you are. You need to acknowledge those abilities and skills on a regular basis. Consider writing and framing a list of your accomplishments, talents, testimonials and positive traits. Then, place it somewhere you will see it regularly.
- Own Your Thoughts. Most people who are debilitated by Imposter Syndrome don’t take responsibility for the power they have over their own mind. Recognize that the way you think about yourself can positively or negatively affect the way others perceive you. As such, it is acceptable (and necessary) to see the best in yourself and eliminate negative self-talk whenever you recognize that you’re doing it. You may need help doing this with a supportive friend, partner, coach or group.
- Understand the Purpose of Your Fears. Without the development of fear as a part of the human psyche, Neanderthals would never have lived long enough to invent fire. Fear is an important part of your life, and triggers naturally when you are stressed or under pressure. Recognize that all successful people are dealing with the same feelings you are. It’s a natural and normal part of being successful. As long as you don’t give them undue attention and importance, they will pass and you will be a more confident leader. Take action consistently towards your goals without overthinking it.
On the online training session “Face your fear of sales“, I’ll give you 5 questions to ask yourself that will help identify and overcome the resistance to sales you are creating for yourself. That will help break the spell you have put on yourself.
Fear of cold calling and interrupting people, bothering people, intruding on their lives is a common fear around sales.
This is the fear of not knowing how your call will be received and also there is a real acknowledged and labelled fear of using the telephone, telephonobia.
Being clear on your value, how you can help others is going to help you overcome that particular fear but if you need more help here are 7 baby steps you can take to overcome this fear and 5 ways of giving yourself confidence on the phone in this blog.
Most of the respondents to my survey said that they were only fearful of certain aspects of the sales process, not all of it. The fear of not getting it right, not knowing the right steps to take in the sales process was also in the top 3 of sales fears.
I am a great believer that without the right positive mindset no amount of sales techniques and strategies will help you but once you have mastered the mindset, I have a process that applies to all sales conversations that works.
On the training call on Wednesday I’ll take you through my 7 steps to a sales conversation that will feel natural, comfortable and not scary at all.
It’s time to end your fear of selling – join me at 1pm GMT on Wednesday for an online training, all donations going to Macmillan Cancer Support.