The reality is that fear is a normal part of the journey as a sales rep. Fear isn’t a sign that you are doing something wrong in your field. It is in fact a sign that we are doing something new. It doesn’t mean that you are not capable, qualified, or ready. It just means you’re doing something that matters to you. You can look at fear as it doesn’t mean you’re doing something bad; you are just doing something bold.
Fear holds a lot of people back from becoming successful. I know when I started out in my sales career, I was so naive and didn’t know better. I was unstoppable because I didn’t know what fear was at that time in my career. But when I started getting a lot of no’s, not interested… well I felt this emotional feeling of failure. I wasn’t so happy to go out into the world and tell people what I had to offer them. I started sitting behind my desk more and not making the phone calls. I was procrastinating and looking for other non-producing activities to do so I wouldn’t have to talk to people. What was happening???
I started reading more books and educating myself about fear.
“Fear establishes the limits of our life. The bigger your fear, the smaller your life becomes.”
For example, if you’re scared of heights you’ll stay low. If you’re scared to go outdoors, you’ll stay indoors. If you’re scared of failure, you’ll never try anything. If you’re afraid of getting a no, you won’t make that call or knock on that door.
Fear wants us to live small and believe me we are meant to live big. I don’t believe that God created or called us to live a small life. Rick Warren, the founder and senior pastor of the megachurch Saddleback Church and author of the Purpose Drive Life said the bible mentions “fear not” 365 times. How ironical that there are 365 days in the year. So Fear Not Every Day!!
My belief that God wants us to have an abundant life is one of the reasons I decided to have a career in sales. You basically write your own pay check, especially with commissions. The more sales you close, the more money you make…. that is until the fear sets in.
With being in sales for over 30 some years I realized a long time ago that fear is not going away. Even if you conquer your fear of doing one thing the moment you try something new, push your limits, or take on a new challenge and you’re going to have a whole new set of fears that come with it.
The bad news is you’ll probably have some level of fear with you the rest of your life. But the great news is that it doesn’t have to stop you from doing the things you want to do. So you can definitely reach your sales goals or win that contest.
You see I learned my mindset is a big part of selling. Once I understood that I could step through that fear and develop more confidence in my presentation. I started telling myself “I can make a difference in the lives of my clients. You should be proud of yourself…you can do this.”
Once I overcame the fear I began to close more business and I became the top producer for several years.
What I learned is don’t look at fear as a struggle…it’s just an everyday occurrence and once you reframe the way you think fear doesn’t stop you.
I just need to work on letting that fear go and not letting it get a hold of me. It actually is kind of fun because once you can overcome fear you feel so exhilarated, excited and pumped up because now you can take over the world. If not the world at least become a top producing sales person.
What’s your biggest fear?
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