Fearless Selling: Here's Why I'm Focused on Fear and Salespeople
A lot of people ask me: why salespeople? They’re pushy and aggressive and only out for money.
If this is your belief, I’m here to tell you you’re wrong. In fact salespeople, in general, are in a lot of pain. I know this because I’ve talked to a lot of them over the last few months.
They get a bad reputation (see above) and it’s an uphill battle both ways with both the client and the company they work for
They are in constant fear of not hitting targets. They feel insecure about the security of their jobs. They fear not being able to provide for their families.
They’re afraid to put themselves out there, to be judged for who they really are.
They discount their better judgement and that wears down confidence. They feel like servants. They don’t feel as valued or feel easily replaceable.
They can be afraid of clients. Afraid of saying no. Afraid of offering an alternative to what the client wants. They feel the need to know (or appear to know) everything and it’s the fear of not knowing everything that keeps them feeling like imposters.
I see a LOT of fear in salespeople and since I lived the majority of my life in fear and have worked in sales and marketing for 10 years, I know it to be true. I’ve been there. I understand the issues.
Sellers: I don’t think you need another person telling you you’re doing it wrong. I think you’ve had enough of that. I think if you really want to be successful at sales and you actually want to help create change (and by the way, I believe that you, salespeople, are the agents of change because if nothing is sold and no one buys, nothing changes), then you’re already on your way.
You just need to reframe your fears and understand why you feel the way you do.
That’s why I’m focused on salespeople. That’s why I’m focused on fear. That’s why moving forward I’ll be launching the #FearlessSelling series in all the places that will only be broadcast or recorded live. No editing. You can’t edit real life sales conversations so I won’t be editing my stuff either.
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