Overcoming the Fear of Change
Have you ever been afraid of an upcoming sales or discovery call?? You might feel a pit in your stomach or slightly nauseous thinking about having yet another possible rejection or face an objection you get stumped with???
Guess what? The person on the other end is experiencing similar fears.? Primarily, they are feeling the fear of change.? No matter what you are selling or offering, it means a change even if it’s only monetary.? Change is always scary!!
Very few people embrace change.? That’s why there’s the institution of marriage, mortgages, loans and 401Ks…it is natural to crave stability and a sense of safety.? We all want it since birth, that’s why children, puppies and other vulnerable creatures cling to their caregiver/parent figure for protection.? We all want to feel safe!
So, how can we make our pitch, our sales journey or discovery experience a safe environment?
Face Your Fears:? I always recommend journaling for facing inner fears.? Write it out in morning pages like in Julia Cameron’s The Artist’s Way or just free write on any piece of paper and underline what you feel is true.? Really look at it and ask yourself where this fear is coming from and if it has any basis in your current reality.? Oftentimes we hold on to traumas from our past or even adopt other people’s suggestions that are completely irrelevant.??
领英推荐
Example:? I just reached out to a friend of mine who is as used to transitioning from different life circumstances as I am.? She knows what it’s like in contrast to other people in my life who are “stable” in their marriages, houses and have never switched jobs or been entrepreneurial.??
If you are a risk taker, you need to speak to other risk takers who will “get” you.? It’s a totally different life experience and way of seeing things.? Having like minded people in your life is crucial!
Let Go of the Outcome:? I had a wonderful manager once who described a concept he called “sales breath.”? Desperation to close is palpable, don’t do it.? Trying too hard will kill the opportunity.? If the fruit is ripe, it will fall off the branch with a gentle nudge.? Go through the process of discovery without pushing and without resistance.? Be Zen!? You are helping someone through their journey not yours.? Respect their process, you are a vehicle for their growth, not yours.
See the Path for Resolution:? Once you let go, your fears will subside and clarity will set in.? Really see the problem for what it is and make your professional recommendations accordingly.? Remember that even if you refer someone or something else, you will end up winning referrals, good will and possibly a client for life.? The person in front of you needs results with or without you.? If you are a vehicle for these resolutions, you will get your reward sooner or later.
To make sure you understand the fears behind the most common objection of having to think about it, download my guide at www.SecretArtOfSalesGift.com.? It will help you not get stumped and understand what is behind the temporary “no” you are facing.