Killer Fears People Struggle With Daily
clients’ minds.
Differentiating between rational fear and irrational fear:
Rational fear is based on an objective understating of a situation and is normal. When you aren’t certain how to deliver an opening of your presentation to your client, you’ll most likely experience fearfulness. Not being able to handle specific objections from your prospects will implant further fears and derail your selling effectiveness, while causing you to retreat from moving ahead in the selling process. These fears are rational, and many times they originate from a simple lack of preparation, knowledge and experience.
The key to overcoming rational fear is to plan, prepare and practice every step of the selling process. Including knowing as much about your customer’s objectives and potential objections so that there is absolutely no area
