We have all been confronted with dramatic change in last year. We are all confronted with new challenges. So, as a sales professional, what do you do now?
Recent traumatic events have caused most everyone to reassess their priorities. Most of us have asked ourselves, “What’s important?” This is a positive development. While we are all inclined to return to our old patterns, going through this questioning process causes us all to expand our horizons. We are reminded that nothing is certain … or permanent. This leads to a strong reminder that current opportunities will not last forever.
Why is this important to you as a sale professional? This can lead to an increased sense of urgency – one of your strongest sales allies.
Deal with Fear
The sudden and unexpected changes we have all experienced may well evoke some fear. It is important to be aware of fear, both in you and your customers.
Positioning your product or service as something that can reduce fear will serve you well. Keep this in mind in your sales process.
As far as fear you may be experiencing, important step is to accept that it is there. There is nothing wrong with being frightened. It is healthy and normal. But it is vital that you be honest with yourself by acknowledging fear.
Although I am a professional skydiver with over 1,700 skydives, I am often quite frightened before a challenging exhibition jump. To keep fear from controlling me and hampering my performance, I have learned to accept its presence.