I’m bringing Robert Terson on the show today who talks about some great ideas on how you can actually break down that mindset of fear and be able to sell without fear, sell with passion, come well-prepared, and execute it flawlessly.
Here are the highlights of my conversation with Robert:
Why do you fear selling?
Fear of criticism
Do you have to be born a great salesperson for you to sell?
Some people are born salespeople. They have a radar that senses the prospect’s emotion as they’re presenting. They easily pick up the prospect’s vibe and they can then confront them. Confront them and that will grab their attention.
Other people will have to work on developing that radar. If you are not born having that radar then work on developing that radar. It will happen.
How to overcome your fear of selling:
- Give your best.
Give your Oscar-winning performance.
- Success is a by-product of preparation and execution.
- Believe in what you’re doing.
Do not allow a prospect or customer to intimidate you.
- Believe that you’re bringing value to someone.
It’s your job to show that value. It’s your responsibility to bring that value to the individual.
- Be their equal.
Remember that they’re not gods. No matter how arrogant they are, these are just human beings you’re selling to. Don’t let anybody intimidate you. Don’t let anybody abuse you. Meet them in a subservient fashion and you’re dead. It doesn’t matter if they buy or not. If they don’t somebody else will.
How to prepare effectively and execute:
- You have to want to succeed that badly.
- Success as a triangle:
- Mental attitude
- Work habits
- Knowledge/salesmanship
- You never get to a presentation unprepared.
Robert’s Major Takeaway:
Be mentally strong. Be their equal. Do the work. Never cut corners. Be prepared. Ask successful people how they do it. Don’t accept mediocrity. Demand success from yourself.
Episode Resources:
Connect with Robert through his website www.sellingfearlessly.com or send him an email at robert@sellingfearlessly.com.
Robert Terson’s book Selling Fearlessly
Napoleon Hill’s Think and Grow Rich
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