SKILL


Don’t Let Fear Kill Your Sale LARRY CHAMBERS


“Many selling situations put both seller and pros- pect in an adversarial position. This creates fear,” says a seasoned sales manager from Cedar Rapids, IA. “By redesigning your selling model, you can calm your prospect’s buying fears and almost elim- inate your own fear of selling.”


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Here is his strategy for overcom- ing your own selling fears and your prospect’s buying fears of being taken advantage of or making a mistake.


THE SALESPERSON’S FEARS A salesperson may have had an un- pleasant encounter, so he or she de- cides, “I’m not good at this.” After a number of rejections, the salesperson pulls back, quits, or will do anything else to try to keep from having more


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Great ways to handle fear on sales calls.


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