I’m convinced that people are more afraid of selling than they are of public speaking – and surveys say people are more afraid of public speaking than they are of DEATH!
As a person who both sells and coaches people who sell, I’ve looked fear in the face on many occasions, and it still amazes me that the desire to avoid
rejection causes people to hide out, cower, act really busy, lie, do almost anything but the one thing that can make a difference in their businesses:
namely, sell what they have to sell!
Are you living your life in fear of rejection? And, if so, what are you giving up as a result?
Most businesspeople have two choices when they go to work: do administrative or client work, OR do something about developing new business. Work for current clients and administrative work tend to expand to fill all available time, so if you’re just wanting to go home exhausted, you can do that, and not have done anything about developing new business.
But, for most of us, new business is our future! Why do we fill up our time with just about ANYTHING in order to avoid selling? Because we have the wrong standard for success.
Think of it this way: if a client has a problem, and you have enough time to devote to it, what are the chances you can solve it? 80%? 90%? And surely administrative work, if you have enough time for it, is something you can get done and experience nearly 100% success, right?
But if you devote time to selling, you’re never going to be 100% successful. In fact, some of the most successful salespeople are those who get real interest in doing business from perhaps four of every ten prospects with whom they interact.
A Major League Baseball batter who retires with a .400 lifetime batting average will be the most successful batter in the history of the game. He’s also FAILED 6 out of 10 times when he came up to bat (because batting averages are hits divided by “at bats”). Think of that! Fail 6 out of 10 times – and you’re the best batter in the history of baseball!
Yes, a 40% success rate in striking up conversations with prospects – in many industries – is superstar selling! But this requires that you face your fear and move toward it, rather than hiding out from it. Having the courage to reach out for new business is an example of facing your fear, and moving forward anyway.