Fear of rejection
The word fear comes from “anghu”, which means “tight” or “oppressive”. Those who are scared lose their sovereignty. Confidence wanes. There is a feeling of helplessness.
Many still try to act or react. Others slip into victimhood and simply refuse to make the necessary new customer acquisition. But nobody would admit "I am afraid of rejection and therefore do not win new customers!" It sounds better “Acquiring new customers is not my cup of tea - I don't have time for that!”
Many fears have been learned. Not only parents (in a family business a very decisive factor!) And older siblings characterize children, but also authorities such as teachers or media. If someone is afraid of a group to speak, this can be due to an unpleasant experience in the school.
No one can run away from fear because she is in man. The fear should not be felt as something bad, but as something helping, since it shows where potentials are still. In short, small and medium-sized enterprises must be concerned about their (sales) anxiety. But what can be done against the fears that have arisen? 5 Tips to help you:
1. Be aware of fears
There are many potential sales fears that you should be aware of and confront. Here is a list of common fears: The fear (da) of ...
- the silence of the customer - because then you do not know what you are
- not fully accepted
- several people
- rank Higher
- Countermeasures of the competition
- to tear the word to itself
- Performance - I MUST SELL NOW!
- Contact and exchange situations - what do I say after the Opening address?
- to long talks, because the substance could go out
- to be disappointed after the first contact with the second, since you think you have aroused false expectations
- to have to claim, for example, to implement the price or reject the wishes of the customer
2. Do not suppress fear
Hardly any entrepreneur will confess his fear of price negotiations against his executives. And these would also show little understanding for this. Affected ones are thus overcoming their fears.
Nobody likes to question - and is looking for solutions. Rather, the topic is pushed out. Others do not accept help from false pride or believe that these fears will eventually set themselves all alone.
3. To be afraid of
"It scares me!" Fear is often postponed in everyday language. "I'm afraid!" would be more honest because it is a feeling that is in the speaker.
And if someone else has something, then only he can influence it. But if you have it yourself, then it is subject to your own power: Even fear can influence yourself.
4. Get out of the vicious circle
Fear leads to negative feelings. Even small failures can increase the fear of failure. If pressure to succeed, the nervousness and thus the fear of failure increases. The whole thing rocks up.
As the fear of failure increases, the likelihood of failure increases. Associated with the risk that the entrepreneur acts as a “supplicant” and gives discounts too quickly because his self-esteem is on the ground. One should be aware of this vicious circle and overcome it in time.
5. to overcome fear
Better than "I CANNOT Acquire!" is "I CANNOT acquire yet!" Customer feedback helps. Even if it is not in the interests of the entrepreneur, he should deal with it.
With the help of successful colleagues, professional support in the form of a training or a professional sales coaching. But without pressure, because to reduce fears, takes time.
Three helpful thoughts to deal with burgeoning fears in the acquisition:
- "Now I'm curious to know what kind of person I will get to know!"
- “I can't get worse from the conversation, just win!”
- “If someone notes that I am under stress, I can tell my conversation partner at any time. Maybe I will be even more likeable to him then. ”
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