The sales game can be tough, very stressful and very frustrating. It also can be one of the most rewarding careers. The one emotion working against all reps is fear. Fear can paralyze even the best rep. Fear comes from the unknown, but it can be managed and used as a catalyst for success.
What is your greatest fear?
For most people, the two greatest fears are of dying and of being alone. Think about that for a moment. The sales game is built on these fears. How often have you heard these statements (or ones just like them)?
• “I killed it in that deal,”
• “She died in that presentation,” or
• “You have until noon and then the deal is dead.”
You are sent into a territory alone and you must make the deals happen. When you screw up management says, “You are on your own.”
So the sales game is managed by your two biggest fears. If you focus on these fears they can be magnified and build to the point that you feel like you are dying out there all by yourself.
What fears do you have? Are they a problem for your business? How do you manage these fears? In North America, there is a huge problem with stress, and half the adult population in North America is on medication for stress-related illnesses, which includes everything from cold and flu medications to anti-depressants. A big part of that stress is based on our fears.
Ralph Waldo Emerson wrote, “Don't waste life in doubts and fears; spend yourself on the work before you, well assured that the right performance of this hour's duties will be the best preparation for the hours and ages that will follow it.”
How do you manage fear?
I have always said that sales is not a solo sport. You have lots of support both inside and outside your company, but you need to identify those supporters and get to know them. Then, you won't feel so alone. Yes, you must take responsibility for your actions and their outcomes; however, you are never alone in your activities.
Fear of failure can be pretty overwhelming. The main reason for this fear is that you don’t know what you need to do to be successful. You have no plans, you are not taking the appropriate steps to be successful and you don’t believe you can do it. This is where I tell reps to do a gut check.
• Do you have what it takes to be a good rep?
• Can you make a plan to be successful?
• Can you follow through on the plan and make it work?
If you can the rewards are great. If you don’t believe you can, then get out of the business before a part of you does die and you are alone.
You'll need a support network to help you. This includes family, business groups, mastermind groups, sports club, your family doctor and other medical practitioners. Your health is one of your best supporters so make sure you maintain good health.
How do you know what successful is?
If you can’t measure your success or know what success means to you, then you will always be afraid. If I make too much money will my friends still like me? If I really screw up, will my spouse and/or friends support me? You can't let your life be ruled by “if.”
It has been determined that 80% of all lottery winners are bankrupt five years after their big win. I think this is because they don't value themselves or have a view about a life with that much money in it. So my advice is always to have a vision of your success. It is different for each one of us. However, without that vision you are at the mercy of others defining what your success is. That old adage of keeping up with the Jones is a classic example of this. Someone is always going to have a nicer car, bigger house, make more money. You need to know what your level of success is and be
comfortable with it.
Sayers says:
• Who are you?
• What is your value to yourself?
• What are your biggest fears?
• Who is on your team?
• How do you know you are going to be successful?
• When will you know that you have been successful?
Be careful what you ask for. You just might get it!
| Bill Sayers - |
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Bill Sayers speaks, coaches, leads education sessions and provides management consulting services to a variety of companies. He recently completed “Funnels and Forecasts – The Great Game of Sales”. He has been a professor at George Brown College teaching Personal Selling Skills to the Sports and Event Marketing Graduate Program, and is on the faculty of Canadian Professional Sales Association and Canadian Management Centre. To receive our free “How are you Playing The Game” Scorecard and a 45 minute one-on-one session with Bill Sayers, email:
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or visit: www.TheSayersGroup.com . Read More >> |
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