The fear of sales is all too common in our lives. After all, generally speaking asking people for money isn’t exactly the easiest thing to do. Especially if you’ve never really done it before.
Unfortunately, this fear keeps people from their full earning potential. It keeps us stuck not just financially but in other areas of our lives as well, such as when we need to negotiate or persuade someone to do something for us.
The good news is you can overcome this fear with a few mindset tweaks. Below you’ll find some steps so you can finally overcome the fear of sales once and for all.
Realize you’re already doing it
One of the most effective ways to overcome your fear of sales is to realize you’re already doing it. If you’re a living breathing human being there’s is a good chance that you’re selling on a daily basis. Perhaps you run your own business, maybe you negotiated time off at your job or you may have even persuaded your spouse to pick up some extra chores around the house.
At the end of the day it’s all sales. As Daniel Pink puts it in his book, To Sell is Human, we’re always using persuasion to our advantage even if it’s not necessarily to receive money.
In other words, you’re already a salesperson and you probably didn’t even know it.
Shift your mindset
One thing I teach people during lectures and coaching calls is that you’re not really selling, you’re sharing.
You have a solution to someone’s problem and you’re telling them about it. That’s it. This flips the fear of sales on it’s head as people realize it’s not what they actually thought it was. It’s not coercing anyone to anything and it’s not being a used car salesman.
In fact, imagine what would happen if you don’t sell. These people you could have helped will walk off without having improved their lives for the better. It’s your job to not let that happen.
Learn how to handle objections
Things like “I need to think about it” or “I can’t afford it” aren’t necessarily rejections. They’re just objections that can be handled. The problem is many see these statements as evidence that only supports their fear of sales.
Sometimes we don’t do a great job of explaining the value of what we’re offering. Other times your prospect just isn’t convinced you’re the right person for the job.
This is the time to ask if they have any questions or inquire as to what would make your service worth the investment to them. Simply put, don’t just let the conversation end there.
Learn how to keep the conversation going and you’ll either make a sale or learn some interesting insights to improve what you’re selling. Kendrick Shope has a great online library of free content with techniques to help you deal with these situations.
Get comfortable with being uncomfortable
In a recent video Marie Forleo addressed this issue of getting paid when you hate asking for money. In it she very bluntly states that the only real way to get over it is to just do it. Sales does get easier with time, but you’ll never get more comfortable with it if you don’t start putting yourself in the uncomfortable situation of asking for money.
If you only get one thing from this blog let it be this: the only way to get over your fear of sales is to start selling.
Don’t always worry about closing the sale
I recently went to a weekend long retreat hosted by international organization focused on connecting women entrepreneurs. During a session one of the speakers said something pretty brilliant regarding the fear of sales. She closed her talk by saying “Don’t worry about closing the sale. Just get them to the next step.”
If you are paralyzed by the fear of sales then consider it as simply asking for the next step. That could be emailing you, subscribing to your email list, or scheduling a consultation. Eventually you’ll have to ask for money, but again that’s only one step in the entire process.
The fear of sales doesn’t have to stop you from reaching your full earning potential. With time and practice you can overcome this fear once and for all and make the kind of money you deserve.