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The Fear of Rejection

TSE 1313: How to Overcome Your Fear of Prospecting

The Fear of RejectionThere’s a fear in prospecting that many salespeople share, the greatest being the fear of rejection. In this episode, Donald talks about what it takes to overcome fear. 

Early career in sales 

Donald started his career selling security systems door to door in the summer between his junior and senior year of college. He needed the money for a non-paid internship in New York for a record company.  This first job was a difficult job as he had to knock on doors and try to sell the homeowner a security system within 45 minutes. When  Donald started he wondered if this would work but as he learned more, he realized it was the wrong attitude. The limiting belief and fear could have held Donald back.  As he moved through the sales training, however, and he watched the videos and observed how other sales reps were doing the job, he became more confident.  

Donald took the door to door security sales job and after the training, really started to hustle. He didn’t just sit back waiting to be called. He knocked on doors. It was a full commission job and the deal differed from client to client. With so much at stake, Donald held onto his purpose and that pushed him to get up in the morning and continue doing his job. Every step of the way, he also had a team that guided and motivated him. His situation pushed him to really strive and make a sale.

Donald met various prospects and clients on the job. From apathetic households to people who were truly interested in getting the security system service. Donald came to realize that had he let his fear drive him away from prospecting, he wouldn’t have been able to provide help for those families who needed the security system that kept their families safe.

The moral obligation

Sales reps have to be careful about allowing fear to keep them from doing their best work.  This can lead to an assumption that the prospect doesn’t really need what is being offered. You may even convince yourself that the prospect isn’t interested in your services without ever asking if they want them! As sales reps, it’s your responsibility to ask prospects what they want and what they need. Regardless of what you’re selling, you have to recognize that your product or service has value. You need to believe in your product and know how it can help others. There is a moral obligation to tell people how your offering can help them solve their problems. 

You need a why

Salespeople need apurpose to stay motivated. For Donald, it was needing to fund the unpaid internship in New York City. He wanted it so bad because he truly believed it would help his future. That belief got him to work every day, knocking on those doors. 

Adopt a system 

As a salesperson, it is important to have a system. You need a community and be in an environment that will push your sales team and motivate all of you. Even in this pandemic, you can still surround yourself with a community that will motivate you. You can go to LinkedIn and Facebook groups to find people in the same industry. If you don’t have a community, you can search for Donald’s Facebook group, The Sales Evangelizers. Donald posts every Monday and interacting with other sales professionals is a great way to stay motivated. It’s a way to keep each other accountable. 

Act each and every single day

Working door to door sales is tough but Donald made sure that he was doing something daily that would give him the opportunity to close a deal. He had his reason to stay motivated, he had a great support team, and he limited his distractions. You have to be willing to put aside scrolling through social media and binging Netflix and YouTube. If you want to succeed, the only action will do it. Put yourself in a situation that forces you to act and dedicate time to prospecting or moving in the sales process. 

Remember too, don’t give up on prospects before you’ve given them the opportunity to reject your offer. Don’t let that fear mentality steal your voice. It is not your job to disqualify yourself. Your job is to show up and share, bring value to the table, and help those people who need your services. 

  We will have fear but it can be overcome. 

How to Overcome Your Fear of Prospecting” episode resources 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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shearshare.com, Dr. Tye, Courtney Caldwell

TSE 1029: Sales From The Street: “Be Bold, Take Action”

ShearShare, Be Bold, Take ActionAs entrepreneurs, many of us run into difficulty, especially when we are just starting out. The key is to be bold and take action.

Dr. Tye Caldwell is the CEO, co-founder, and visionary behind the success of ShearShare. Realizing what the future could hold for both the beauty and barber industries, he created a platform for licensed professionals to move from working in their homes to working in salons, barber shops, and spas. This created not only opportunities to work in places where they could be classically trained, but created an opportunity for increased income as well.

Dr. Caldwell has been in the industry for 25 years. He’s an instructor with a doctorate degree in professional barbering and cosmetology and co-owner of an award-winning salon. Dr. Caldwell is also the author of Mentored by Failure, a best-selling book about how to be successful in the industry.

Changing dynamics

When he approached his wife, Courtney, with the idea for ShearShare, she admits to being hesitant. He reminded her how they used to have stylists on a waitlist who wanted to work at their salon, but that it was no longer the case. Instead, he had stylists who just wanted to rent a space for one or two days a week.

Courtney liked the old-school way when stylists signed a long-term contract and became part of the team and the culture. But her husband was persistent. He knew he’d rather collect some money on the empty chairs than none at all.

It was a success.

Everyone loved the experience and flexibility. So much so, that they began to call other salons to find spaces for stylists who were traveling. Word got out quickly. More and more stylists called looking for spaces where they could work by the day.

Fast forward three years and the Caldwells knew they were on to something.

The beauty industry, as a whole, has been archaic for years, according to Dr. Caldwell. With only four ways to actually work – by commission, by renting a booth, in a salon, or as an employee, stylists were unable to work where and when they needed.

Access over ownership

The Caldwells wanted to change that and they knew technology was the key.

These days, because of advancements in technology, people can press a button to get a ride, to have food delivered, or to rent a room in someone’s home instead of a hotel.

The beauty industry needed to be more on-demand as well. Because they both serve on advisory boards for beauty schools and barber colleges, the Caldwells knew it was something the next generation wanted.

ShearShare is the first mobile app that allows a stylist to rent a salon or barber shop space by the day. Taking three years to fully develop and implement the idea allowed them to realize the different ways it would, and would not, work.

The industry is fragmented in some areas which made it difficult. Barbers differ from salon stylists who differ from cosmetologists, for example. The Caldwells had to consider the viewpoints of the various professionals and they had to consider both sides of every issue from an owner, and user, viewpoint.

Taking shape

Once they listened to what the stylists and clients really wanted, the app began to take shape.

Users, for example, want to know that the stylist is licensed and how long the stylist has been in the industry. Users also want to see pictures of the salon, read reviews, and see map locations.

The Caldwells had no idea, however, about how to start a business or find investors.  They only knew that the app they wanted to create hadn’t been created yet, so they drained their savings account and hired someone to build it.

Looking back now, Courtney is glad they spent three years as a concierge service. It allowed them time to learn the questions that stylists always asked as well as the expectations of the host salon. They learned the required data that the app would eventually need to succeed.

The app works similarly to an Airbnb app in that the Caldwells are paid a percentage of the booking fee whenever a stylist reserves a space. Word-of-mouth is the best way to grow in the beauty industry so the Caldwells visited salon owners and attended many stylist events to fan the flames of interest.

Determination

The fear of rejection never entered into their minds because they knew rejection was simply part of the process. Instead, they were determined not to quit.

Many entrepreneurs sit on their ideas because they are waiting for approval from someone else. The Caldwells understood from the start that not everyone would sign on right away, or realize their vision.

It is easy to give up when those around you don’t share the same dream. Once they plant a seed of doubt in your mind, it is easy to talk yourself out of trying to achieve your dream.

The one-percenters of the world take that next step. It is how we know the name Oprah Winfrey, or Tyler Perry, for example. They are the people who kept with it. They moved past the rejection and the negative comments.

Look at the people who are doing successful things and know they are doing so because they put their mind to something and because they possess the willingness of heart to achieve it.

Focus on your dream, stick with it, and keep pushing.

The Caldwells were able to lean on and support each other. They had no technical background upon which to build the app but they knew people who could. And they had already proven the marketability of the idea.

Meet people where they are

Despite the complications and challenges, they knew it could be done because they had listened to their customers. They knew the struggles of both the salon owners and the stylists. The Caldwells were able to bridge the gap by talking to people on both sides of the industry.

The Caldwells credit the beauty industry community, which they have been a part of for over 25 years, as the foundation of their success. Instead of emailing or posting on Facebook, for example, they send text messages to their community. They know from experience that it is the best way to reach a stylist or a barber; folks who don’t carry their laptop to work.

They found a way to use today’s technology to meet the new demands of a business that has been around for generations.

Advice for new entrepreneurs

Dr. Caldwell knows that you must turn your idea into a solid plan. Then, find a mentor and build relationships with people who can give advice and breathe optimism into the plan.

In the case of ShearShare, they had a friend who was able to connect them with app developers, who in turn told them about a contest for new businesses, which pushed them into an incubator.

It all boiled down to having solid relationships.

When Courtney thinks back to the early struggles, she is thankful that they had people they could rely on. It got them through the days when things weren’t going as planned.

She is also thankful that they were not afraid to make cold calls. Don’t ever think that someone is too busy or too successful to help others. Courtney has found, instead, that once people realize you are trying to do something positive, they are willing to give back and help.

The best piece of advice she ever received was from her husband: “Just jump. Grow your wings on the way down.”

“Be Bold, Take Action” episode resources

You can learn more about ShearShare at www.shearshare.com. The Caldwells are also on Twitter, Instagram, and LinkedIn. If you’d like to follow Dr. Caldwell’s crazy life as a startup founder in the beauty and barber space, you can find him on Instagram at drtyecaldwell.

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in March.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

 

 

 

 

 

 

 

Kristy Ellington, Donald Kelly, The Sales Evangelist Podcast, understanding and managing fear

TSE 1020: TSE Certified Sales Training Program – “Understanding & Managing Fear”

Kristy Ellington, understanding and managing fearIf we allow it to, fear can hold us back and dominate our lives, but if we focus instead on understanding and managing fear, we can identify the source of our fear and we can improve our own performance.

Kristy Ellington shares today why she believes that being fearless is a myth, and how she overcame years-old fears to unlock improved performance in her own job.

Fearless

Being fearless is a myth because the truth is that everyone experiences fear. Fear doesn’t simply infect one section of our lives, but rather every part.

We get caught up in our thoughts and emotions, and fear keeps us from doing the things we want or need to do to get to the next level. Fear causes us to focus inward instead of focusing on the client, which is really detrimental in sales.

As sellers, we want to focus on our clients and how we can connect with them, but fear keeps us focused on how they perceive us, and whether they are judging us, and how we look to them.

Fight or flight

Fear triggers our natural fight-or-flight instinct, which diverts resources from our brains into our arms, legs, heart, and lungs.

It slows down our thinking so that we can’t fully analyze situations and we can’t think critically. We have no available judgment and we can’t find creative solutions because we’re afraid.

Fear hinders us in a variety of ways, but realistically it’s all in our heads and it’s all connected back to some unidentified source of fear that we have to address.

Take action

For sellers, the need to overcome fear is real, and they don’t have a lot of time to do it. They have quotas to meet and they have to pick up the phone.

Understand your trigger. If you’re afraid of picking up the phone, unpack that fear. It’s often the fear of judgment or the fear of rejection or not being professional or expert enough. You fear going off-script and looking or sounding stupid.

Use this five-step process before any big presentation or conversation:

  1. Notice. Recognize the problem. Admit when you’re afraid.
  2. Aware. Be aware of where the problem is: tightness in your throat or butterflies in your stomach.
  3. Make. Make the connection. Where did you first feel this problem? What’s the source? A bad public speaking experience?
  4. Evaluate. Is this real right now? You have no reason to believe that anyone will make fun of you, so your own thoughts are causing the fear. It isn’t real.
  5. Shift. Once you understand that your fear isn’t real, you can shift your focus back to your client.

Worst-case scenario

If you have any kind of fear, it’s always valid to determine the worst-case scenario.

If you fear elevators because you fear getting stuck and being claustrophobic, ask yourself if it’s real. Is it true that you really won’t be able to breathe in the elevator?

Is it true that the elevator is going to fall while you’re in it? That’s likely something you saw in a scary movie once.

Fear is false evidence appearing real.

Imposter Syndrome

Imposter Syndrome is huge for many people, and it prevents you from asking questions for fear that you’ll look stupid. It can prevent you from understanding the buying decision or the challenges that your customers are facing.

People also fear saying “no” to clients who aren’t the best fit for fear of what might happen. They fear failure and what failure might lead to. Maybe you don’t get the promotion or you don’t make enough commission to pay your bills.

As a result, you end up with the worst clients on earth because you bent over backward for clients that really weren’t worth the effort.

Eliminating fear

It’s probably not really realistic to think that someday you’ll be fearless. No matter what level you are in life, you’ll experience fear.

The fears for a sales development rep will be different for that of a CRO. You’ll always experience fear somehow. If you don’t experience fear somehow, you’re probably not moving forward.

You should be feeling fear. It’s a biological response. You can’t crush it or eliminate it. You must learn to manage it.

When you do, you can move forward and take inspired action that’s thoughtful and clear instead of action that’s chaotic and desperate.

Fear is really just there to protect us and keep us safe. Your brain is working to protect you from bad things that happened in the past. Our fears now are social in nature, but they manifest in the same way that physical threats did generations ago.

We don’t have to spend so much time being afraid of fear.

Leadership fears

Leaders are just as afraid of looking stupid as the rest of us, just on a different level. They inadvertently create a culture of fear because they are operating from fear.

The stressors are different because they have more responsibility.

As you address fears, it becomes easier to manage them.

“That which we consistently do becomes easier, not because the nature of the thing changes but our ability changes.” ~Ralph Waldo Emerson

Fear into confidence

It’s possible to turn fear into confidence.

You have to be comfortable with emotion because it’s an important part of sales. Empathy is an important part of the work sellers do.

If you’re running from emotion, it will make your job much tougher. Embrace emotion. Embrace fear. Start to learn what that looks like.

“Understanding & Managing Fear” episode resources

You can connect with Kristy on LinkedIn, Twitter, or on her website KristyEllington.com

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Prospect.io is offering three months at half-price.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

 

James Moffat, Visibility Impact, Donald Kelly, The Sales Evangelist

TSE 1001: What Causes Fear and How to Overcome It?

James Moffat, Fear, The Sales EvangelistWe all have some kind of fear, but when we discover what causes fear and how to overcome it, we can discover new opportunities and success.

Fear can prevent us from experiencing amazing things in life, or pursuing new business opportunities. We suffer through anxiety and difficulty when dealing with these fears.

But no more!

James Moffat, CEO and Founder of Visibility Impact guides new entrepreneurs and people wanting to start businesses by providing them with the tools and information they need to grow their business with proper exposure.

He accomplishes this through a number of programs to drive results. His clients achieve bigger goals in a shorter amount of time and gain visibility. [02:00]

Self-limiting

I used to have a fear of talking to important people. I felt like I wasn’t worthy of their time or attention. It was a fear I quickly had to learn how to overcome in order to succeed in sales.

When I finally understood that I was speaking with other human beings, people who were maybe just as nervous about talking to me as I was about talking to them, it made all the difference. I was the only limiting factor to my success. [10:37]

James and I will talk about fear. What is it? How can we overcome it? What can we do on a daily basis to conquer fear instead of allowing it to conquer us?

The Effects of Fear

Many of us in sales have fears that hold us back and cause inaction.

James defines fear as a worry about the unknown. It has a physiological effect not only on your mind but on your body as well… cold sweats, stress, etc. [05:10]

Common fears among salespeople include worrying about what to say during a cold call, worrying about having enough product knowledge, and worrying about how prospects may react.

Many of us also fear giving our first presentation to a real audience. Is my content relevant? Will people even listen to me? [05:48]

Overcoming fear

Overcoming these fears – or at least accepting them and learning how to cope with them – is necessary for success.

You don’t have to suddenly like what it was you once feared; you may always dislike cold calling for example, but you must learn how to deal with it.

We often find ourselves assuming the worst before we even begin. We have negative thoughts instead of positive ones.

Controlling Fear

Using cold calls again as an example, James still doesn’t particularly enjoy making them but he found a way to make himself feel more comfortable about it.

He took the time to learn more about the person prior to the making the call. James spent time on their website, learned about their business, and visited their LinkedIn profile.

James would also coordinate the time of the call via email. This allowed for a more relaxed introduction and eradicated the fear James had about interrupting a prospect with an unexpected phone call. [08:37]

Using these techniques, James was able to turn a cold call into a warm call.

Reducing negative outcomes

Once the negative possible outcomes are reduced – once the number of unknowns is reduced by planning ahead – the level of fear is reduced.

We may not conquer the fear, but we will have it under control.

James recalls a situation, outside of sales, when he was atop a tall building with a friend and found himself convinced that he had a very real fear of heights. His friend disagreed because James has no such fear when traveling by airplane.

It is not a fear of heights but a fear of falling. When James feels safe, he is not afraid.

This lesson applies to sales.

Moving Beyond your Comfort Zone

James introduced a new concept to his Facebook group in order to help people overcome their fears. He didn’t want people to join without being known, so he required a short introduction from all new members via a 40-second video.

The videos are posted to the group for comment which in turn stimulates discussion and comments.

It creates immediate visibility among the group members. The video requirement was beyond the comfort zone of many participants, but to James, that is the whole point.

We have to embrace change and technology. Do it once and it becomes easier each time thereafter. [16:27]

You can not find success by remaining in your comfort zone. Learning to move beyond is when remarkable change can begin to occur.  

Training wheels

Think back to when you first learned to ride a bike. You were certainly afraid to fall and probably did fall several times. But the more you tried and the more you trusted the person who was teaching you, the better you became.

You overcame the fear.

Use the resources around you. Ask the senior sales reps how they overcame the fear of cold calling or the fear of rejection. How do they introduce themselves? What steps do they take to make themselves comfortable?

Think of them as the training wheels on your bicycle. [20:32]

“What Causes Fear and How to Overcome It” Episode Resources

Please check out VisibilityImpact.com and the Facebook group by the same name. James can also be found on LinkedIn.com.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

Fear of Rejection, Prospecting, TSE Hustler's League

TSE 955: TSE Hustler’s League – “False Truth”

 

Fear of Rejection, Prospecting, TSE Hustler's League

All of us confront fears that hold us back and prevent us from being really successful at sales. One of the biggest is the fear of rejection, and it’s one of the first lessons we’ll review in The Sales Evangelist Hustler’s League when we begin our new semester in January. On today’s episode, we’ll discuss how false truth contributes to the fear of rejection.

Fear of rejection

The fear of rejection and the anxiety that results from it cripple many people. It affects their business life, their personal life, their dating life, and their sales life.

It originates from a belief that someone or something is likely to cause us harm or pain. If we don’t address it, it grows.

For me, my claustrophobia was partly rooted in a TV sitcom with fictional characters who got stuck in a fictional elevator. In my mind, if the people on the elevator could get stuck, then I could get stuck.

As a sales leader, if the people on your team are afraid of rejection, what happened in their lives that led them to that point?

Is it true that sometimes people won’t be interested? Yes. But that doesn’t mean they are rejecting you as an individual.

Running in circles

Sales reps who fear failure avoid sending emails and making phone calls. The truth is that nothing will happen for those sales reps until they make contact somehow.

They will continue fearing that people will reject them so they will make excuses about why they aren’t communicating. They’ll keep running in circles.

Researchers set out to prove that some of our fears are based on “false memories,” or situations that we choose to remember differently than the way they actually happened. They convinced study participants that they had become ill after eating egg salad. Then, they offered the subjects four sandwiches, and none of them chose the egg salad.

Understanding the fear

We begin TSE Hustler’s League by recognizing the fears and trying to determine whether they are actually based in fact.

Even when they are justified, they often result from a one-off situation. It absolutely isn’t true that every single time you call to speak to someone, that person is going to reject you.

When I realized that my fear of elevators was unfounded and based in false memories, I went on an elevator. I didn’t get stuck and nothing bad happened.

It helped me move forward.

Taking action

I’m a big believer that you must take action.

Ralph Waldo Emerson says “That which we persist in doing becomes easier…” It isn’t that the nature of the thing changes, but our ability to do it actually improves.

If I ride an elevator despite my fear of getting stuck, it gets easier to ride the elevator. Psychologically, it gets easier for me to do it.

Sellers must pick up the phone and reach out to the prospect. They must send emails and LinkedIn requests.

If sellers do that, they’ll see that they won’t get eaten alive. The prospect isn’t going to yell at you or come after you.

Even if they do say no now, they might say yes later.

Imagine both results

Without realizing it, we get hung up on only one possibility and we never consider the other options. Instead of only imagining that things will go wrong, we should consider the possibility that things could go right.

If you never move beyond the fear, the fear worsens and it affects your work.

If you offer it and they say no, what’s the worst thing that happens? You move on to the next person. Once you’ve been rejected once or twice, you realize that it’s not fatal.

As you move through the fear, you develop a confidence that helps you become even more successful in your career.

Tackle it head on

Recognize that:

1. This fear is in your head.

2. It could be the result of a false memory.

3. Do something about it.

If you discover a fear that’s paralyzing you, do something about it. Do it over and over. It becomes easier to send an email to a prospect once you’ve done it a time or two. Same with LinkedIn messages or phone calls.

The more you do it, the more you’ll stifle the fear. You’ll move closer to accomplishing your dreams and desires and you’ll stop missing out on things because of fear.

If I had let my fear of elevators control me, I would have missed a chance to visit the World Trade Center during a school trip.

What regrets would you have if you never overcome your fear? What business could you start? Could you close a sales opportunity?

“False Truth” episode resources

Read more about the fear of rejection and how it manifests itself in our daily lives.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

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Donald Kelly, TSE Hustler's League, Sales, The Sales Evangelist

TSE 680: TSE Hustler’s League-“Know Your Product”

Donald Kelly, TSE Hustler's League, Sales, The Sales EvangelistStill scared of picking up that phone?

Sellers need to build habits. You have to learn new skills, reinforce, and build on those skills.

This semester of the TSE Hustler’s League has two tracks. The first track focuses on business development and track two focuses on increasing value and close rate.

Overcoming the fear of rejection:

People are going to reject you no matter what you’re selling.

The Paintball Analogy

When I first started to play paintball, I didn’t want to be hit so I hid behind the tree. I would just wait for somebody to come by and shoot them. So I sat there the whole game and I shot no one. I saw no one. I heard screams and the guns going out. And I didn’t take any action and stayed in my spot behind the tree and hid.

I realized that in order to have fun at paintball, you have to get involved in the action. 

Then I got shot. But I realized it wasn’t the end of the world. My career wasn’t coming to end. It wasn’t a catastrophic event. All it was is a little ball of paint. And in that moment, I started having fun.

It wasn’t until I got hit by a paintball that I realized it wasn’t that bad after all.

Make that Phone Call:

Sometimes, we fear doing some calls at times that we waste our time doing other things. We are so worried we’d get rejected. So we try to hold off things like picking up the phone. 

We tell ourselves this lie that it’s going to be the worst thing in the world.

Strategies to overcome that fear of rejection:

1. Study your product.

Drink your kool-aid. Take part in your product or service. Experience it and you become more confident.

2. Get into the mind of your buyers.

Or listen to your buyers talk about how your product has changed their life. Once you see someone else has utilized and seen some results, it makes it so much easier for you to get on the phone and talk to people because you know it can produce results.

Episode Resources:

Join the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Donald Kelly, Fear of Rejection, The Sales Evangelist

TSE 597: Don’t Talk Yourself Out of It

Donald Kelly, Fear of Rejection, The Sales EvangelistYesterday, I posted a quote on our Facebook group, The Sales Evangelizers, that says “It’s better to be told no than to not ask at all.”  So today, I want to tackle a common problem for many sellers who find it hard to ask so they end up not asking even if they knew that meant letting opportunities pass by.

Reasons why sellers don’t ask and what you can do about it:

  1. Fear

Fear is false evidence appearing real. They’re simply false ideas. These are the things we tell ourselves that may happen but the likelihood of them happening is zero to none. These are things that appear so real that they hold you back. Don’t let these ideas hold you from taking action. Change the story around and fill your mind with the things that are potentially good.

  1. Laziness

Laziness holds you back from taking action and from making any money. No one person who became successful was ever lazy. All things require work and a massive amount of action. You can relax later on. Don’t be lazy. Don’t be late. Don’t start your work day late. Get working and start hustling. The best way to prospect is between 8 and 10 am so get out there or get on the phone.

  1. No habits or sales process that can help guide them especially in certain situations

Having confidence comes from having a process or having an understanding of what’s going to happen before it happens. When you create a habit or know the process, you know the outcome from the beginning. You experienced it before and you know what to do in case things happen.

As you make phone calls or go door-to-door and you’re afraid of those rejections, what process can you put in place? Figure the top five to ten things these prospects may tell you such like rejections or challenges. Then carry on the conversation if any of these come up. What could be their “unconsidered need” which is something they don’t know they may need right now? It could be painful but they didn’t realize it until you came. Utilize some opportunities to plan and to be effective.

  1. No strong why or motivation

You have to have a strong enough motive. What motivates you? having a strong motive provides that force that pushes you through any adversities. When you don’t have a motive and you just wing it, this doesn’t work. What is it that moves you? Maybe you want to travel or get married or buy a house or provide a way for your family to not go without – whatever it is, use that as fuel every single day to guide you.

  1. Not knowing how to handle rejection

People are going to say no to you. They’re not going to like your product. And that’s all fine. That’s life. Not everyone likes everyone. Understand they are rejecting your role and not you. They’re rejecting the salesperson and not you as a person. They don’t know you. And maybe you didn’t just do a good job of letting them know you. So create a way to get them to know you. This could mean multiple attempts of reaching out to them and having that opportunity for you to present value so they can see what you can do to help them. Take advantage of social media or email. There many things you can do to grab their attention.

If you want to learn how to become more buyer-centric to help increase your win rates, check out the TSE Hustler’s League.

Episode Resources:

The Three Value Conversations by Cheryl Geoffrion, Conrad Smith, Erik Peterson, and Tim Riesterer

Join the TSE Hustler’s League.

Be a part of The Sales Evangelizers group.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

 

Fear, Rejection, Objection, Motivation

TSE 432: The BIGGEST Fear That’s Holding Me Back

Fear, Rejection, Objection, Motivation Today, I’m showing you this vulnerable side of me as I share with you one of my biggest fears that has held me back as an entrepreneur and as an individual and how I’m working on it to overcome it – The Fear of Writing.

Find your weakness and make it become your strength.

I believe in working with what you have and using it to the best of your ability. Personally, I have recognized this as a problem that I have. However, it’s important to recognize your weakness and make it an opportunity for you to build it into your own strength.

Acknowledging My Fears

You see, I am great at speaking, that I am sure of as I’ve won several awards in speaking. However, I am recognize that I am weak when it comes to writing.

I have all these great information and I feel there’s a lot more I can give. But I just feel that I’ve held that back because I’ve been embarrassed with my writing as I’m just so much better at speaking than writing.

So I realized I have let this hold me back. I have this fear of looking stupid or the fear of sending out an unpolished work.

Fear prevents us from doing the things that we’re really capable of doing.

We’re going on four years now with the podcast, but I only have 5 or 6 blog posts. It’s not something that I can do so I did not even try to push it. Because I have let fear hold me back.

TODAY is the day where it stops.

“That which we persist in doing becomes easier to do, not that the nature of the thing has changed but that our power to do has increased.” – Ralph Waldo Emerson

Some insights from this wonderful quote:

  • If you do something over and over again, it becomes easier.
  • The difficulty of writing is not going to change, but your ability to write may become easier.
  • It’s not the nature of the thing that changes, but it’s our ability to do it changes.

One of the things motivational speaker Eric Thomas said is that people complain about how they can’t do something when they’ve never even tried doing it before. You can’t complain about something and be born perfect and just be awesome at something. It takes time. It takes repetition.

So this is what I’m going to work on moving forward:

I’m going to write more no matter what. Even if it sucks, it’s going to improve over time. It’s going to get better. Because being persistent in doing it will make things easier. Not that the nature of it changes, but it’s my ability to do it changes.

Now here’s what I’ve done which are some strategies which I will be doing regularly and consistently:

  1. Read more.

Reading more books can help us with our writing. So this is something I’m going to be doing more of.

  1. Write in my journal daily.

Spend some 20 minutes or so just writing about life, accomplishments, goals, etc. The key is to get into the habit of writing.

  1. Do one blog post per week.

To start off, I’m going to do a blog post for the TSE blog per week as well as another one that I can write for someone else at least once per month. I will also be sharing more and more stuff, something which I’ve gained over the years from this podcast and we will be bringing them to you soon. So stay tuned! 

So this is how I’m going to tackle my biggest fear. And I am overcoming this as I continue to help people within the TSE community and outside of it to be become better and do better and be more successful.

Now it’s your turn…

What’s the ONE BIG FEAR that’s holding you back?

What’s one difficulty that’s keeping you from accomplishing your goals and from getting to where you need to get to? Is that the fear of prospecting? Asking for the business? Talking to management? Or presenting to executives? Is that the fear of asking for referrals? Is that the fear of going in sales? Of getting a NO from a prospect?

Not only in the sales aspect, but life in general… what is your fear? Do you have fear of writing or speaking? Do you have fear of talking to your kids about certain difficult topics?

I want to hear about your difficulty or your biggest fear and how you’re overcoming that fear. We can do this together! Let’s work on our fears together. Let’s grow together.

Again, I declare today…

That I will continue to build a strong family/community and give you all the tools and ways to help you succeed and thrive because when one of us thrives, we all thrive.

Episode Resources:

The Power of Habit by Charles Duhigg

Grit: the Power of Passion and Perseverance by Angela Duckworth

Eric Thomas’ YouTube Video: How Bad Do You Want It?

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Salespeople, Heather Havenwood, The Sales Evangelist, Fear of Sales, Fear of Failure, Donald Kelly

TSE 257: “I LOVE SALES!” The Power of The Sales World With Heather Havenwood

Salespeople, Heather Havenwood, The Sales Evangelist, Fear of Sales, Fear of Failure Today’s episode is oozing with insights and great value that you can definitely apply into your sales process or business. Heather Havenwood is the CEO of Havenwood Worldwide and the Chief Sexy Boss, 100% unemployable entrepreneur and salesperson.

She began her career in corporate sales and is now a coach helping other people move with their transitions in business as well as grow their businesses.

With Heather’s sense of humor topped with a ton of sales insights, definitely makes this interview a super fun episode that you shouldn’t miss to listen.

Here are the highlights of my conversation with Heather:

Sales as a transition of time:

  • When you’re selling, you’re transitioning people from the old to the new.
  • You basically tell people to let go of the old and take on something new.
  • As a salesperson, you really are a transition of time.

Treat failure as part of your success.

  • Heather admits to have failed more than she has succeeded and that’s exactly the reason she’s here today.
  • As a salesperson or entrepreneur, you have to be willing to fail. The biggest piece of success is failure.
  • Being in sports is the best way to learn that success only comes through failure.
  • It’s not what you did wrong but if there’s something you could change, alter, or add in the recipe, that would make a difference next time.

Sell yourself in a new way.

  • Sell yourself as a leader and as an entrepreneur to your vendor, to your clients, to your team.
  • Be constantly selling and improving.

Create your own sales letter.

  • Being able to create your own sales letter is the key in any business.
  • Sell through the power of words.
  • Part of sales is to say “what’s already in the customer’s mind” so you speak in their language

Be a bridge.

  • Salespeople bridge from our fear or lack of knowledge to moving towards something to get results.
  • When you’re presenting, say their “fear” out loud because they’re already thinking it.
  • Address the current conversation that’s already in their mind.

Behavior never lies.

Our behavior of buying has not changed. What’s changed is what we buy as well as the medium at which we buy. Why we buy has not changed and will never change.

Learn how to sell.

Entrepreneurship is the ability to sell one’s ideas to the consumers and/or investors to the world.

Communicate your idea such that:

  1. A consumer is purchasing the product
  2. An investor is interested in putting his money into the business to grow

Heather’s Major Takeaway:

Choose to sell. Don’t be afraid to ask for money. You’re probably selling the same product or service as others do but you can only be successful if you make that choice to sell.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

www.heatherhavenwood.com

The Sales Evangelist, Donald Kelly, Donald C. Kelly

The Sales Evangelist; Donald Kelly; Scared of Important People, VITO

TSE 159: Sales From The Street “I’m Scared of Talking to Important People”

The Sales Evangelist; Donald Kelly; Scared of Important People, VITO One of the biggest fears of many sellers is the fear of speaking with very important people. You know the types — CEO, CFO, the big boss, the decision makers? The one problem is that 9 times out of 10, those are the people you need to speak with to close a deal! I take it you see the issue here. This one fear separates the core performers from the top sales producers. But how does one break out of the pack and become a top performing seller?

Well, in this episode I break down the trepidation I faced when speaking with the “big wigs” and how I overcame it. Here are the main points:

  1. Understand that they are human just like you and are approachable. In fact, many others are approaching them daily and they are surviving
  2. Be prepared by knowing what they value the most and tailor your message towards that
  3. Practice, practice, practice. Do role plays and pretend to ask the most common questions top executives would ask
  4. Get on the phone and make some calls. The more you do it, the more your confidence will become rock solid

If you do this, in no time you will be chatting away with the big wigs, building relationships, identifying challenges and closing deal with them. I’m serious, it works. If you have any further insights you’ve implemented for speaking with executives, feel free to share. I would love to hear more. Well, until next time, go and DO BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Fear of Rejection, Donald Kelly, Angel Denker, Podcast

TSE 134: The Surest Way to Overcome Your Fear of Rejection

Fear of Rejection, Donald Kelly. The Sales Evangelist, Angel Denker “In sales, we’re going to hear that “no” word and we’re going to hear it a lot.  We have to understand that “no” is not to us – the person; it’s to our product or service.” – Angel

Taking rejection is not easy! But what do you do? You will always have to face rejection at certain points in your life and you just have to learn how to deal with it if you want to succeed in sales.

In today’s great episode, we’re hearing from Angel as we talk about overcoming rejection. Angel was a proponent in helping me get training when I first started off; early in my selling career. Angel and her company gave us above and beyond training.

Here are the highlights of my conversation with Angel:

How to Overcome Your Fear of Rejection:

  1. Be able to take that “NO” and just move on.

“No” may just actually mean:

  • “Not now”
  • “I’m just busy today. I don’t have time to listen.”
  • “I don’t have the money right now. We don’t have budget.”

“You have to be able to take that “no” and just move on. That’s what really separates the average salesperson from being the best salesperson.” – Angel

  1. See things differently and stay positive enough to make your next call.

Some people can’t handle that they can get adversity. Their persistence goes away and they stop doing the behaviors they need to do to be successful.

The worst thing is when you think you know a lot and then you ask a question and the prospect says it’s not pertinent information. When that happens – Just dive in!

“People are humans and human nature is what is going to make us better salespeople – understanding human interaction.” – Angel

  • Eat positive food everyday.
  • Train your mind.
  • Learn about this idea of rejection, which starts in your childhood, and how it can affect you. How did you take those “no’s” as a kid?

The I.R. (Identity Role) Theory:

Parent, Adult, Child philosophy: I’m OK, You’re OK by Thomas Harris – the platform for transactional analysis

The attitudes and beliefs of a salesperson are an integral component in their success

Identity:

What makes you, YOU: your self-esteem, how you view life, self-image, self-awareness, and self-talk. Our Identity needs to be strong for us to be effective

Role:

  • Roles change: wife, daughter, wife, golfer, etc.
  • You perform your roles in a different way depending on your circumstances.
  • Your performance and your roles are changing

How to practice this:

  • Get your head in the right place; otherwise, you start to make excuses for how to perform in your role
  • Learn through listening and watching really good salespeople (reading books, CD’s, webinars, seminars) or just writing with somebody out in the field who’s a good salesperson

“Salespeople that are good, reward themselves.” – Angel

Should you take it personal when you get rejected?

It’s not taking it personal but you’re just in the learning stage.

Taking it personal will kill you in sales. Instead, determine:

  • What lesson you learned from that call?
  • What should you try differently next time so that wouldn’t be the reaction you get?

How long will it take to reach that level of confidence?

If you don’t have a hard time thinking you’re an “Identity 10,” then it’s going to be quicker. If you always look at the negative side, it’s going to take longer.

It’s up to you on how quickly you want to accept that you’re going to hear “no” and just move on.

Angel’s Major Takeaway:

“Make a list of every negative thought that is in your head and put it on a sheet of paper. Take that piece of paper, rip it up into little pieces, light it on fire and bury it. Then you can start.”

“When you go out today, remember you’re a 10! When you were born, somebody was ecstatic and happy about you and you made their world. You changed somebody’s world on your birthday and you’re awesome! You’re in sales and sales is fun! It’s the only job you can give yourself a raise everyday. Enjoy what you do. Go out and have fun with it! Make big money and don’t let anybody put your identity down.”

Connect with Angel through angeldenker@gmail.com or reach her through her phone number 954-675-3790.