In my years of working with entrepreneurs, small business owners and even the top sales folks in companies there is one piece of ‘head trash’ that seems to be ever-present…Fear.
Some of us were raised with a fear of speaking about money. Our parents taught us that if we had money we don’t talk about it because you don’t want anyone to know. Or if you don’t have money you don’t talk about it because you don’t want anyone to know. Money is something that can cause anxiety and, at its worst, it can lead to an inability to make a decision from fear that the money we need might magically not be there somehow.
We also fear hearing the word NO. ‘No, I don’t want to buy your product.’, ‘No, this isn’t a good fit.’
Or even worse, the deadly….’Not right now….” UGH!
But here is the thing about fear most people don’t realize: YOU are in control of fear. You manufacture it, you give it power and YOU bring it to that meeting.
Here are our top 4 tips for eliminating fear in your sales meetings:
All of this takes practice. You can read a million sales books, but if you really want to move forward you need accountability, real-life experiences, and practice.
“So don’t be fearless. Instead, fall in love with fear. It’s the beacon in the night, guiding each of us toward the next better decision. It’s the challenge that asks us whether we’re strong enough to receive the benefits of all we’ve asked for. And it’s better than any alarm clock, giving us regular wake-up calls designed to help us rise to the next occasion.”
There is one thing that causes every business owner to grimace. You sent an invoice to ABC company, that they
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