How To Overcome Fears in Selling

Many people are reluctant to go into selling their products, programs or services because of fears. If we can look under the hood of what’s under those fears, the awareness will help us get pass them so we can do what we need to do.

What kind of selling works? Genuine selling. The kind that you don’t hide behind scripts and templates. The kind that you put yourself forward and connect with your potential clients. But our fears are making us hide… instead of making the connection so critical to getting “yes” from potential clients.

The Fear of Not Being Good Enough can make you feel that you, being yourself, are not enough. It makes you feel there gotta be a script that holds the key to the perfect sales conversation. Maybe you fear that you don’t know enough so you keep babbling on about what you know and where you were trained… completely negating the potential client (who just wants to be heard and be given a damn solution!)

The Fear of Not Being Worthy can cause you to confuse “self-worth” to what people are paying you for – i.e. our services that will give them results. When you don’t feel worthy of being paid, guess what… you don’t get paid!

The Fear of Lack can make you discount or settle for the client purchasing a smaller package even though you know she needs something more extensive because you don’t want to end up with nothing! By settling for less, at least you get the client to pay you something… (note how this makes you come from a place of lack, and not that of service)

The Fear of Being Vulnerable can get you to puff up as a protective mechanism, setting up a wall that prevents you from deeply connecting with your potential clients. Remember, people buy high-ticket items with emotions; you need to make that connection. Or, maybe you are afraid of being criticized so you hide from having conversations with people (who matter to your big vision). If you hide, they can’t find you!

The Fear of Rejection can make you not ask for more money under the misconception that you will get more “no’s” if your price is higher. If you have this fear, the problem is not the price, the problem is you not having figured out how to communicate the value you deliver.

To overcome these fears, the first step is to be able to recognize them, and cultivate the awareness so you can call it out when it is sabotaging your efforts.