A
little fear can be healthy in a sales situation just as a bit of stage fright can
stimulate top performance in the theater. It can keep you on edge, alert, and
conscious of doing your very best. But too much fear can be debilitating.
According to business sales training experts, the secret to conquering fear is to
recognize and manage it. Control your fear by first understanding its cause,
planning countermeasures and, ultimately, replacing it with confidence.
Here
is an example of how to deal with fear when it is caused by feeling incapable
of dealing effectively with a customer’s objections. The salesperson tries to
avoid addressing any area that might result in an objection and so undermines
the likelihood of sales success. The buyer is in control…not the salesperson.
The
solution?
- List all possible objections.
- Address them one by one.
- Create compelling arguments to overcome each.
- Practice your approach and your wording.
