3/5/2025-Fear: Kick it in the face

Selling is scary, but with the help of friends and your manager, you can gain the confidence you need to open your heart and mind and build sustaining confidence.

Do your muscles tighten when hearing the mean voice of a CMO’s gatekeeper on a cold-call?

Get over it.

Are you slightly anxious asking for an intro to the manager of the prospect you’re meeting with??

Get over it.

Does your throat get dry when you probe for objections???

Get over it.

Just breathe and remember everyone’s a member of the Human Being Club.

List the things that intimidate you in the sales life.

Once the list is complete, think about the worst that could happen in every situation. Next, jot down the general script for a response to each scenario.

Seeing your fears written down will help get you over the paralysis that prevents you from activating smart replies.

Be a seller who acts and prepares for all kinds of situations… mainly the sticky ones.

Only you decide if fear has a seat inside your head.

Your sales fears are real, but they can be overcome. (MOST fears can be overcome.)

You’ll avoid situations that trigger deep-rooted fears and anxieties, and, of course, avoidance is generally not a good strategy for sellers.

If today’s "DO" helps you marginally, consider talking to others on your team about how they deal with intimidating selling situations. First, visit some of your trusted seller friends and ask how they deal with what you’re experiencing. Also, consider meeting with your manager and getting her/his counsel. More often than not, you’ll get fresh perspectives that help you break through the seal.

Most selling anxieties include a personality issue. And while your friends and manager can help coach you on approaching a certain personality type – or individual – sometimes you just have to strip it down to the easiest solution: force yourself to continue interacting with that individual and pushing to connect with them on a human level.

The fear of being exposed by a buyer is a real thing.

So is the fear of being taken to task by a senior client or manager.

But neither compares to the fear of heights overcome by these amateur divers in this YT Short.

You don’t need to jump off the high dive to overcome your selling fears; you just need to role-play and practice.