Overcoming the Fear of Selling

Good Thursday morning everyone. So, you are a merchant services salesperson but you have a fear of selling? You’re not alone, a lot of people have a fear about the act of selling.

“Fear comes from the unknown and it is a psychological response to a perceived threat.  You can chip away at this fear by following a sales process and learning some simple steps that give you confidence in your own skills,”

Below are five steps

that you can take to minimize those sales fears:

Recognize that selling is a science. Contrary to what you may believe or been told, selling is more of a science than it is an art. It is possible to use mathematical calculations, numerals and formulas to approach the sales process in a measured and practical manner. The most experienced merchant services sales professionals  will tell you that sales is a numbers game; it is based on tracking every single step of the sales process and monitoring the results along the way in order to develop a formula for success. I recommend using a  great CRM called Clientvine. It will track each stage of the sales process plus do a statement analysis for you to send to your prospective merchant.

Deactivate the unconscious scripts. When it comes to selling, many of the actions and behaviors  you were taught when you were younger become counterproductive, and in order to be successful in a sales environment, you need to reprogram our perceptions of what is, and is not, acceptable. Messages like “don’t talk to strangers” and “never talk about money” may linger in the back of your unconscious mind and you will be required to make a deliberate effort to accept that your behaviors need to change in order to be successful in a sales environment.

As a merchant services sales professional you now have to be prepared to talk to every stranger you can find and discuss difficult subjects, openly and honestly.

Ask Curiosity questions . Before every sales call write down five pieces of information that you need to get from the conversation and create a set of goals that you can use to assess your performance once the call is complete. When faced with the opportunity of meeting a new prospect or merchant you may be tempted to create an extensive presentation that you can use as a prop and support throughout the meeting. Don’t fall into this trap. Open the meeting by inquiring about the issues that your merchant faces and use this information to drive the rest of the meeting. These questions will vary from merchant to merchant, but unlike the simple one-word question, you want to ask a question that reveals more detail.  Examples include:

• Could you tell me more about your concern?
• It sounds like this has happened often/before.
•  Can you give me when and what happened?
• Could you explain your question or concern for me?

 Showing an interest in your prospects will put them at ease and they will be much more likely to buy from someone they feel comfortable with. If you approach the sale in a relaxed, informal manner, you will find that people are more receptive to your sales messages and will be more likely to share information with you. Above all, always have confidence in your product knowledge and services. You may not be a natural seller but you do know what you’re talking about. Practice is the key here. The more merchants you can get in front of the easier it will be.

Don’t get emotionally sucked in. Without an established sales process it is easy to get caught up in your emotions during a sales call, and this only serves to generate further fear and nervousness. Practice and rehearse and refine your sales messages again and again, preferably with someone you know and trust who can give you constructive feedback.  The more familiar you are with your pitch and the information that you need to share with your prospects, the more confident you will feel. Always visualize a positive outcome before every sales meeting. Your thoughts can strongly influence the outcome and if you are able to imagine a situation in an optimistic manner, then the result will be much more likely to be positive.

Catch a psychological wind. Once you have your sales processes and practices in place you will find that you will start to develop your behaviors and establish routines and build confidence.  Soon the selling fears that paralyzed you will diminish and the selling momentum will start to take shape.