The Fear Factor By Kelley Robertson

What are you afraid of?

If you are like most of the people I encounter in my sales training programs, you likely have some type of fear relating to the sales process.

When I pose this question to people in my workshops, the fear of rejection is usually the top concern participants express.

For me, it is cold calling. Prospecting via the telephone has never been a big part of my lead-generation process and it's not something I do with much consistency.

As a result, I experience a fair bit of anxiety when I think about cold calling. In fact, on most days, I'd rather take a trip to the dentist than make these types of calls.

What I find intriguing is how debilitating this fear factor can be. Far too many people in sales don't reach their goals or quotas because they allow their personal hesitations to influence their behaviour even when they know it makes good business sense to ignore the fear and push forward.

I know from experience that once I pick up the telephone and begin making my calls my anxiety quickly dissipates. Yet, that initial fear and hesitation, often stalls my efforts.

The other interesting insight is that very few people have ever actually encountered a negative experience relating to their fear. For example, when I work with specialty retailers, many people don't suggest accessories or add-on items because they are afraid they will lose the sale.

Yet, it is extremely rare that someone in the group has actually lost a sale because they suggested an additional item to a customer.

Another issue that pops up regularly in my programs is asking questions. Most people who sell a product or service know that effective question-asking will help them overcome objections and move the sales process forward.

However, many people don't ask good questions because they feel that their prospect or customer will feel like they, the salesperson, is prying.

So, what's the solution?

Unfortunately, there is no quick fix, easy answer to this issue. And that's because everyone is unique and the underlying cause of the fear or hesitation is different with each person. However, here are few suggestions for you.

The most effective solution is push your fear or concern aside and simply do what you need to do. Although this is much easier said than done, it is important to recognize that engaging in the activity that causes you the most concern will help you develop your skill and improve your results.

The key is to recognize that it will likely take several attempts before you begin to master your proficiency. However, if you discipline yourself to stay at it, your results will improve and your fear will gradually disappear.

Enlist the support of a coworker or peer. I'm not suggesting that you get that person to do the task for you! However, by working with a partner, you can role- play and practice the scenario that causes you the most grief.

When I first started cold-calling, I rehearsed my opening line and voice mail message with a friend to get his reaction. My goal was to sound genuine and conversational and to keep my message short and to the point. After listening, he gave me a few pointers that improved my message.

Another approach is to think of a positive outcome. I remember my first sales call many years ago. My prospect showed interest in the training program I was offering, and not knowing what else to say, simply asked, "Would you like to book a date for it?" My heart leapt into my throat as I said those words. I felt my heart rate increase. And I was sure my prospect would feel like I was being pushy. Imagine my surprise when she reviewed her calendar and enquired about a specific date.

Even though I was nervous and scared about asking for her business, it was a natural extension of our conversation and she was not offended by my question. I know from this experience that asking for the sale often yields results.

The fear factor also affects our customers.

Most buyers experience some form of fear or hesitation when making a final buying decision or considering a new product or vendor.

These concerns may prevent them from making a decision and may stall the sales process. That's why it is important to uncover their concerns during the sales conversation.

I know some sales people avoid this question because they don't want anything negative to come up during the sale process.

However, it is much better finding out what may prevent your customer from moving forward early in the sales process rather than discovering it after you have spend a lot of time with that person.

As Susan Jeffers said, "Feel the fear and do it anyway."

© 2007 Kelley Robertson, All rights reserved.
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Kelley Robertson is a professional speaker and trainer on sales, negotiating, customer service, and employee motivation. Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his free newsletter available at his website. Visit KelleyRobertson.com. He is also the author of "The Secrets of Power Selling" and "Stop, Ask & Listen-Proven Sales Techniques to Turn Browsers into Buyers." For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.

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The Four P's of Persuasion -- By Brian Tracy

Perception Is Everything...
There are four "Ps" that will enhance your ability to persuade others in both your work and personal life. They are power, positioning, performance, and politeness. And they are all based on perception.

Develop Personal Power...
The first "P" is power. The more power and influence that a person perceives that you have, whether real or not, the more likely it is that that person will be persuaded by you to do the things you want them to do.

For example, if you appear to be a senior executive, or a wealthy person, people will be much more likely to help you and serve you than they would be if you were perceived to be a lower level employee.

Shape Their Thinking About You...
The second "P" is positioning. This refers to the way that other people think about you and talk about you when you are not there. Your positioning in the mind and heart of other people largely determines how open they are to being influenced by you.

In everything you do involving other people, you are shaping and influencing their perceptions of you and your positioning in their minds. Think about how you could change the things you say and do so that people think about you in such a way that they are more open to your requests and to helping you achieve your goals.

Be Good At What You Do...
The third "P" is performance. This refers to your level of competence and expertise in your area. A person who is highly respected for his or her ability to get results is far more persuasive and influential than a person who only does an average job.

Commit to Excellence...
The perception that people have of your performance capabilities exerts an inordinate influence on how they think and feel about you. You should commit yourself to being the very best in your field.

Sometimes, a reputation for being excellent at what you do can be so powerful that it alone can make you an extremely persuasive individual in all of your interactions with the people around you. They will accept your advice, be open to your influence and agree with your requests.

Treat People Politely...
The fourth "P" of persuasion power is politeness. People do things for two reasons, because they want to and because they have to. When you treat people with kindness, courtesy and respect, you make them want to do things for you. They are motivated to go out of their way to help you solve your problems and accomplish your goals.

Being nice to other people satisfies one of the deepest of all subconscious needs, the need to feel important and respected. Whenever you convey this to another person in your conversation, your attitude and your treatment of that person, he or she will be wide open to being persuaded and influenced by you in almost anything you need.

Perception Is Reality...
Again, perception is everything. The perception of an individual is his or her reality. People act on the basis of their perceptions of you. If you change their perceptions, you change the way they think and feel about you, and you change the things that they will do for you.

Action Exercises:

Here are two things you can do immediately to put these ideas into action:

First, think continually about the impression you want to make on others and then make sure that everything you do or say is consistent with that perception.

Second, be nice to people. Practice the Golden Rule in your interactions with others. Always be polite and make others feel important.

The more people like you, the more open they are to being influenced by you.
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Brian Tracy is one of the world's leading authorities on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Visit the Brian Tracy web site.

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Sales Training Ideas: Attitude Versus Aptitude By Brian Tracy

Overcome A Major Fear...
A major source of stress in your life is the "fear of rejection" or "fear of criticism." This fear of rejection manifests itself in an over-concern for the approval or disapproval of your boss or other people.

The fear of rejection is often learned in early childhood as the result of a parent giving the child what psychologists call "conditional love."

Rise Above the Need For Approval...
Many parents made the mistake of giving love and approval to their children only when their children did something that they wanted them to do.

A child who has grown up with this kind of conditional love tends to seek for unconditional approval from others all his or her life. When the child becomes an adult, this need for approval from the parent is transferred to the workplace and onto the boss.

The adult employee can then become preoccupied with the opinion of the boss. This preoccupation can lead to an obsession to perform to some undetermined high standard.

Avoid Type A Behavior...
Doctors Rosenman and Friedman, two San Francisco heart specialists, have defined this obsession for performance as "Type A behavior."

Experts have concluded that approximately 60% of men and as many as 30% of women are people with Type A behavior.

Don't Burn Yourself Out...
This Type A behavior can vary from mild forms to extreme cases. People who are what they call "true Type A's" usually put so much pressure on themselves to perform in order to please their bosses that they burn themselves out.

They often die of heart attacks before the age of 55. This Type A behavior, triggered by conditional love in childhood, is a very serious stress-related phenomenon in the American workplace.

Action Exercises:

Here are two things you can do immediately to deal with the fear of rejection, criticism and disapproval.

First, realize and accept that the opinions of others are not important enough for you to feel stressed, unhappy or over concerned about them. Even if they dislike you entirely, it has nothing to do with your own personal worth and value as a person.

Second, refuse to be over concerned about what you think people are thinking about you. The fact is that most people are not thinking about you at all. Relax and get on with your life.
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Brian Tracy is one of the world's leading authorities on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Visit the Brian Tracy web site.

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Savvy Selling - Categorically Speaking By Kim Jones

Who was the third person to fly solo across the Atlantic Ocean?

Most of us can name the first person, Charles Lindbergh. Very few of us can name the second, Bert Hinkler. Most of us have no idea who was third. Or do we?

The third person to fly solo over the Atlantic Ocean was Amelia Earhart. But is she known as the third person to fly over the Atlantic Ocean solo? Or is she better known as the first woman to do so?

When we make buying decisions we go through pretty much the same process we just used to identify Lindbergh and Earhart. We create categories in our minds to help us manage and process information in an orderly fashion. We don’t have a choice.

We’re faced with such an overwhelming array of choices everyday that without these mental categories we’d be stumped trying to make even the simplest buying decision. We would stand in the cereal aisle of the grocery store for hours trying to decide which of the 72 cereals we should buy. We would be completely overwhelmed.

For example, someplace in our minds we have created a category called “breakfast cereal”. Within that category we have several subcategories called “healthy cereals”, sugary kid’s cereals, “bran cereals”, etc. When we are standing there, looking up and down the length of the aisle, we are able to mentally reference our mental cereal category and make a logical buying decision.

If I have children, the “sugary kid’s cereal” subcategory will come up on my radar as I make my decision. If I’m trying to drop that last 15 pounds, bran cereals might be a better category to reference.

The good news is that as a business owner it can be relatively easy to create a new category. You don’t need to invent an entirely new product or service. A new category can be created by simply adding a new twist or developing a subcategory that makes sense to the customer.

Think back to our Lindbergh and Earhart example. If Amelia had been just another male pilot she would not have had anywhere near the fame and recognition. But by establishing a new category, “first woman to fly solo” she cemented her place in the history books.

Take a look at your business. Can you easily define your business category? Where do you think you rank in the customers mind? What about your competitors? You should be confident in your answers to these questions.

Being the first person to fly solo across the ocean took a lot of guts and determination. Establishing a clear category for your business only demands a clear vision and the willingness to do your homework.
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For over 15 years Kim Jones has been helping businesses grow through incomparable marketing and savvy selling. Questions or comments can be e-mailed to Kim Jones.

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The Order Blank Close By Tom Hopkins

After you ask the final closing question, you wrap up the sale in one of two ways: with a signature on your paperwork or with an exchange of money.

When your business involves filling out paperwork, an agreement or order form to close a sale, you must be careful to do so smoothly.

Simply make notes of all the details of what has been agreed to, ask reflex questions such as the correct spelling of a name or a billing address.

If they stop you say, "I understand how you feel. I'm only outlining the details of the transaction so we can carefully analyze the best course of action to take."

Then continue with the paperwork. After you have reviewed it for accuracy, turn it around to the client, hand them a pen and say, "John, with your approval right here, we'll set up the delivery date you have requested and welcome you to our family of satisfied clients."
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Tom Hopkins International
7531 E. 2nd St., Scottsdale, AZ 85251
Tel: (480) 949-0786 or 800/528-0446 Fax: (480) 949-1590
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