As I was preparing to write my column, I wondered if there was such a phobia as “the fear of selling.” If there is, you might subtitle it, “the fear of rejection.”
Well, there isn’t one…there’s no such phobia as “the fear of selling.” (I was actually surprised to find there is no such phobia as “the fear of salespeople.”)
I know what might be running through some of your minds right now: “What is Gene thinking? I’m not afraid of selling!” But I have witnessed salespeople who were actually in fear of selling. I saw a rep I was training standing outside a big account actually weeping and shaking like a leaf.
The bravest salespeople are those who cold call, knocking on people’s doors not knowing what will happen when the door opens. How many of you have tried that? Now that is scary! Most of you have a store to go to and have everything you need to conduct business. If you are a road rep, you have dealers on the books who expect to see you. That’s not too scary.
However, it takes a brave rep to cold call a music store. That is almost as scary as knocking on people’s doors.
How many of you have cold called a church, a school or a business? I’ll bet not many.
That’s too scary, right? But, if you did, it would increase your business.
How about going out to clubs in the evening and talking to the band members on their break? How many of you have done that?
There is selling and there is clerking. Salespeople make good money. Clerks…not so much.
I am writing this to inspire you to be a professional salesperson. Do the things that a professional salesperson does.
To be successful, you have to do those things.
Although I failed to discover such a phobia as “the fear of selling,” I did find hundreds of them. Here are a few I thought you’d enjoy hearing about….
Ablutophobia: the fear of bathing, washing or cleaning. (No comment.)
Acousticophobia: the fear of sound or noise. (Don’t have this one if you work in a music store.)
Anthropophobia: the fear of people or human companionship. (If you’re a salesperson, you have to deal with people.)
Arithmophobia: the fear of numbers. (You need numbers in selling.)
Cyberphobia: the fear of working with computers. (What would you do without a computer?)
Ephebiphobia: the fear of youth. (Teenagers are most of your customers.)
Ergophobia: the fear of work. (Your boss will explain why this one’s no good.)
Gnosiophobia: the fear of knowledge. (You’ve got to read, read, read!)
Ideophobia: the fear of ideas. (Can’t run a business without them!)
Melophobia: the fear of music. (If you have this phobia, you’re in the wrong business.)
Pteromerhanophobia: the fear of flying. (No NAMM show for you.)
Xylophobia: the fear of wooden objects or forests. (Stay out of the guitar department.)
Those are just a few of literally hundreds of phobias I found. Interesting, huh?
Well, it’s November and the year is almost over. How are you doing? Are you meeting your goals? Beating your goals? Behind in your goals?
Have you set goals this year, or are you just blowing in the wind? If you didn’t set goals for the past year, then you must for the coming year.
Set money goals: how much you want to make next year.
Set a daily goal, a weekly goal, a monthly goal and a yearly goal. That’s how professional salespeople do it.
There is no other way. Everyone wants to be a success, but most don’t want to pay the price to do it.
You can only succeed if you are willing to pay the price.
Ironically, the price isn’t that large. I paid my price, and I had fun doing it. Being successful on a daily basis feels great, and it’s easier than you think.
Learning the methods of successful selling gave me the tools to do my job easily, rather than by trial and error. I was fearless because I knew I had the edge in every selling situation…and you can, too. Just learn all there is to know about selling. I have been able to pass on this knowledge to my fellow reps, dealers and salespeople, and I truly believe I’ve made their jobs easier and more fruitful.
I have given my customers what they need to solve their problems, and I’ve gained their respect by doing the right thing.
This is how you must see yourself to be happy in your job, to make a good living and to be able to look in the mirror and see a professional salesperson.
Make the fourth quarter a profitable and rewarding selling period; end the year with a bang.
December is the biggie, so give it all you’ve got.
Don’t hold back. Do everything it will take to make this the best December you’ve ever had.
When the smoke clears, have a meeting with all your personnel and plan next year to the nth degree. THINK, and then plan.
Remember the old adage: “The definition of insanity is doing the same thing over and over again and expecting a different result.”
If it’s not working, then don’t do it over and over.
Happy Thanksgiving.
I wish you good selling.
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