Fear – the No. 1 Emotion That Stops Sales Success
leadershipteam
Thu, 12/13/2018 – 20:00
Sales managers have a number of roles to fulfill. One is sales coaching, which kind of like playing sales doctor, trying to properly diagnose the root cause for poor sales performance. There are a number of places to examine during coaching sessions, but one often-overlooked area is understanding how the emotion of fear affects the salesperson’s actions or inactions.
Fear of failure inhibits the application of logical selling behaviors that ensure success. You’ve told your sales team the value of calling on the C-suite. However, they can be fearful of calling on big titles, big offices and being presented with big questions.
Fear of looking stupid. You’ve taught your team proven selling tactic works; however, salespeople fear looking stupid because they haven’t mastered the new skills.
Fear of not having what it takes. The salesperson did call on the