How to Overcome Your Fear of Selling

One of the best pieces of advice that I’ve ever received on sales, and used time and again,  is to put my fears on the table when it comes to asking for business.

Almost everyone has some fear around sales. Even some of the best salespeople. If you have fear around sales, you are in good company.

Fear comes from your mindset, which is made up of all of your experiences, imagination, memories, and beliefs. The usual answer to fear in sales is to push through them, or remind yourself of something, or calm your mind.

Fear is not a rational response in the sales process, so reasoning yourself out of it takes energy that could be put to better use, like doing more sales or serving your clients.

Instead, put those fears on the table. Fear is only as powerful as we let it be. It is grounded in possibilities, not reality.

By putting it on the table, you no longer need to imagine what the prospect feels. They will tell you! Part of this technique requires being clear on what it is that you fear or are avoiding.

The most common fear in sales is that of rejection or asking for the business. That’s a broad brush.

Consider the following. Picture yourself sitting across from a prospect. You’re explaining the offering. It’s time for them to make a choice. What do you feel? Maybe they are now asking “how much?” What do you feel then?

Getting more clear on the fear, it may be that you fear being too pushy, or asking for money, or not being liked.

Put that fear on the table, like so:

“Before we get started, I just want to let you know that I fear that I might come across as too pushy. If you feel like I am pushing you, please let me know. I am happy to give you plenty of time to decide.


“I imagine that it’s hard to trust a salesperson. I want you to be totally comfortable with this process, so please let me know if anything feels “off”.”

Your fear is now out in the open and it doesn’t look so big anymore and your prospect is empowered to help you.

What do you fear in sales? 

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