10 Tips To Overcome Your Fear Of Selling

Written by Dr. Rachna D. Jain

Continued from page 1

5)Start small. Very often, people tend to tackle projects much larger than they can comfortably handle. When you want to overcome your fear of selling, start small. Maybe you will share your new business with a few trusted friends first and then gradually find ways to expand your sharing to include a larger circle. The most successful business people are those who interact with others in an authentic, passionate way so find a way that feels comfortable with you and stay with it.

6)Keep track of your successes. Keep a "wins" or success journal nearby and record your achievements in it each day. This will help you stay aware of just how much you do right. We sometimes forget this.

7)Have fun with it. Rather than approaching this from a heavy "have to", "doesn't feel good" perspective find a fun, interesting way to share your knowledge or passion. Some of my clients have thrown parties, offered free giveaways, donated products/services to charities - all of these were easy, fun, and income generating. What would be fun for you?

8)Stay focused on your desired outcome. Most people take actions and reach their goals because they stay focused onrepparttar benefits of doing so. Sometimes, reminding yourself what you want, why you're doing this can help you takerepparttar 127237 next action andrepparttar 127238 next.

9)Detach from howrepparttar 127239 outcome shows up. Very often, we get really attached to "makingrepparttar 127240 sale" or having a situation turn out a certain way. Instead, why not focus on efforts "I will give a great, enthusiastic, and passionate presentation" rather than outcome: "They will buy X number of this." Very often, if you stay focused onrepparttar 127241 effort - doing a great job-repparttar 127242 outcome turns out better than you ever imagined.

10)Keep practicing. Like any other business skill, "selling" gets easierrepparttar 127243 more you do it. So get out there, start small, and keep practicing.

© 2003. Dr. Rachna D. Jain. All Rights in All Media Reserved

Dr. Rachna D. Jain is a sales and marketing coach and Director of Operations for SalesCoachTraining.com. Sign up for her free email newsletter, "Sales & Marketing Secrets" To learn more or to contact Dr. Jain directly, please visit http://www.SalesandMarketingCoach.com

Faulty Sales Technique

Written by Phillip A. Ross

Continued from page 1

“Billy, please clean your room! Are you listening to me, Billy?”

“Yes, mom I'm listening.”

Butrepparttar next morning reveals that Billy did not clean his room. He was listening, but he didn't hearrepparttar 127236 message. It didn't register in a significant enough way for him to remember it, and take action upon it. Mom expressed herself and Billy listened, but he didn't hear her.

Overcoming Objections Sales training literature often speaks of overcoming objections. Sales people are taught various techniques for overcomingrepparttar 127237 customer’s resistance to buyingrepparttar 127238 product or service now. And herein liesrepparttar 127239 rub. The sales person is taught to listen torepparttar 127240 customer, except when he says that he doesn't want to buyrepparttar 127241 product or service now.

Too often, sales people take a short-sighted view ofrepparttar 127242 sales process and press to overcomerepparttar 127243 customer’s objections by pesteringrepparttar 127244 customer to change his mind. He wantsrepparttar 127245 sale today. But pressing to overcome objections requiresrepparttar 127246 abandonment ofrepparttar 127247 listening process atrepparttar 127248 point that listening is most critical.

While it is true that overcoming objections requires careful listening, it is also true that suchrepparttar 127249 effort to overcome objections refuses to hearrepparttar 127250 essential fact thatrepparttar 127251 customer doesn't want to buy now. To press to overcome objections requires not listening, but manipulation—and people don't like to be manipulated.

Back off, Dude! So, what isrepparttar 127252 sales person to do when confronted with objections? He should back offrepparttar 127253 sale and work to develop a genuine personal relationship or friendship withrepparttar 127254 customer. And short of that, he should find someone who doesn't object to buying his product or service, and not waste any more of his time—or theirs!

There will be another day. If there isn't, he has not only lostrepparttar 127255 sale, he has lostrepparttar 127256 customer.

©2003 Phillip A. Ross

Phillip A. Ross, entrepreneur, freelance writer and owner of Business Specialties (www.business-specialties.com), lives in Marietta, Ohio, and provides identity products and promotional services to position companies and organization for substantial success.

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