No Retreat ... 5 ways to overcome fear and anxiety in sales
Fear, worry, anxiety ... classic working days.
Notorious Dale Carnegie one of the first drew attention to the issue of concern among business people. But when he started to collect material on the subject for the students of its courses, it is facing a shortage of information. It turned out that in the New York Public Library had a total of 22 books under the heading of "concern", while as on "worms" had 188 sources (9 times!).
In this post, I want to tell you about a few effective ways to overcome fear and anxiety. I will not go into the theoretical roots of these methods, but just say that these are serious scientific concepts ... and worldly wisdom. So:
METHOD №1. "INVALIDATION situation."
Why we are very worried about the big events? Negotiations with VIP-clients, a large-scale business-presentation, project protection .... Because all these events we endow giant degree of importance! And what if something goes wrong ??? !!!! Immediately aggravated superstition and totemism. I know a seller who before an important deal, polish nose souvenir boat on your desktop. Of course, this does not always work, but how comforting ...
How to reduce the beyond excitement? One of the best ways - to reduce the significance of the upcoming situation.
Parable. By the sage came to complain about their problems one person. Sage listened, wrote something on a piece of paper and said, unhappy that he hung it over his bed sheet. It read: "So it will not always ...".
Think of any problem, because you are going through at the moment. Ask yourself whether you will be aware of this problem in 1 year. Inflammation of the brain often gives a definite answer: "Of course !!!!!".
But is it? Today (as of this writing) - August 11, 2016. Try to think of what you were worried a year ago - August 11, 2015? Agree, not once, and remember that in general it was at this time ... So is it worth to cheat yourself now? Even heavy transaction with the customer within 3 - 4 months become fun bike that on the "ha-ha" regurgitate at corporate.
Method number 2. «ideomotor training"
The main reason for any alarm the lack of information about the situation. This uncertainty makes us worry. If we are 100% know how events will develop the next - the fear would be much less. Of course, the full clarity will never happen. But it is possible to achieve a partial certainty. And here, it is very useful ideomotor training - mental simulation of future activities.
№3 METHOD. "PROPER ROLE".
It is no secret that many employees do not like their job. Time Monday through Friday, they called - "hard labor." Saturday, Sunday - "rest from hard labor." The entire work week - continuous stress, as to "hard labor" in another does not happen.
Why a number of vendors are experiencing stress at cold calling?
It's simple:
Task to ring up new customers - "management fad";
The phone itself - "hateful invention";
Failure of customers - "another bummer ...";
Customers themselves - "d ... ...", "x ...", "n .......".
Bottom line: "How do you call a boat, so it will float ...".
№4 METHOD "physiotherapy".
Many of us respond to stress, muscle tension. For many managers is a huge problem - stiffness during negotiations: "Quilted legs", shaking hands, suddenly hunched shoulders, flabby, trembling voice because of spasm of the larynx, etc.
IMPORTANT: accumulate, the internal stress triggers muscle clamp, which eventually influenced the subsequent stress increases.
The most common Clips muscles of the shoulder girdle and neck, abdominal and facial muscles.
The quickest way to relieve muscle clips - exercise. In any form! We are not talking about that you started to do exercises greatly influential to the customer's door. But nothing prevents to load the muscles before going ...
Simple and effective exercise, which he often used. On the inhale should be the maximum strain every muscle to bend his chest, portray "pitching" to "Mr. Olympia" contest. Make breath holding for 1-2 seconds. and dramatically "blown away" as you exhale. It is enough to do a few reps to "mandrashki" diminished.
Even a simple self-massage hardened muscles (neck, shoulder, face) can bring quick benefits and ease the tension.
№5 METHOD "occupational therapy".
The above-mentioned D. Carnegie wrote that one of the main reasons for concern is the lack of employment. Our brains are constantly in need of new
impressions. Just as our body needs fresh and nutritious food. If a person does not do anything and his mind does not busy, consciousness begins to generate anxiety.
A great way to get rid of the anxiety - upload themselves to any work !!!
From experience. When working in the field of B2B, where the transaction takes place in several stages, require decent patience to wait for the final decision from the customer. The hardest part is the length of the pause in waiting for a response, which can last a day, week, month, months ... At this point, begin to visit the anxious thoughts: "probably pushed our offer ...," "likely, they found another manufacturer ..." etc. To get away from these gloomy thoughts, I tried to occupy myself different things. It could even be an office and household stuff, like, cleaning the desktop, but the main thing - consciousness was directed to edification, and not to the chewing fears. I even brought himself to a pattern: if you want to accelerate the deal to increase the pace of work - in any direction! The amount spent energy is transformed into quality - a signed contract!
Loading work especially in times of crisis, when it is "simple" in sales. The wise aphorism says, "in conditions of uncertainty it is best to do something specific." If painful to look at the phone waiting for a call of an important client, he will never ring!
Among these methods have that 100% fit individuals.
But surely there is one method that is right for you !!!!