When Fear Sets In

We all have fears. What we do with them often determines the outcome.  One of the most common fears for sales professionals relates to prospecting.  We all fear rejection by someone that we call or see in person.  Here are a few suggestions for managing that fear:

Plan Your Contact:  make sure you know what you want to accomplish with the encounter and be prepared to deliver it.


Identify your Benefit: what valuable service and skill are you bringing to this prospect?  Most people are glad to receive a benefit.  If your sole purpose is to get, then you have good reason to fear.  If you know what to give and that it has value to the recepient, then you can be excited about the contact.

Be Competent:  people enjoy working with those who are competent.  Make your presentation remarkable, impressive, and full of values that could not be expected.  Competence is a quality that attracts people to us.

Use the Energy:  fear releases adrenaline.  When you pick up the phone for prospecting you may notice an increase in your heart rate or quickening of your breath.  That's okay.  Make the energy work for you.  Rather than fight or flight, take that energy and use it elevate your delivery and impact.  Enthusiasm spreads.

Now pick up the phone.  It's okay. Really.