How to Fear Less and Sell More - Small Business Trends

How to Fear Less and Sell More – Small Business Trends

More most likely, you do not like sales because you have a worry of rejection.On The Small Business Radio Show this week, I talk with Tom Stern who states he was the black sheep in a family of lions.”The method that Tom overcame his stress and anxiety in sales was to turn it into a video game when talking to people. It is the story of an individual who employs someone to join his firm and teaches him to sell through a particular training method.To be great at sales, Tom thinks you start by having “self-confidence- the act of selling is an act of courage and is vital to the economy.”Tom does not believe the internet will ever totally replace in person sales.

You most likely hate sales. You believe its “low” or “below you”. Deep down you might think if you have the best product or service in the marketplace, it will “sell itself”. Most likely, you do not like sales due to the fact that you have a fear of rejection.On The Small Business Radio Show this week, I talk with Tom Stern who says he was the black sheep in a household of lions. Toms father was among the creators of cable television, and his great-grandfather, was the CEO of Sears, Roebuck and Company. As an ADHD child with dyslexia, Tom was unable to live up to those terrific expectations, and as an outcome, suffered from extreme stress and anxiety. Over time, he developed a method that increased his self-confidence and enabled him to accomplish success in the home entertainment market and established an executive search firm. He is the author of “Fear Less, Sell More: Find Your Courage and Make Millions”. Interview with Tom SternTom believes that many small businesses struggle with stress and anxiety. He includes that “what makes you terrific, can also damage you. What you survive can improve you. The type of drive and ambition it requires to run a company produces a nerve system that is hot-wired … so possibly this sets you up for anxiety.”The manner in which Tom overcame his anxiety in sales was to turn it into a game when talking with individuals. He explains that “every time I was on the phone, it resembled I was on a stage, and I was going to give the person the performance of my life. It reduced my stress and anxiety and I think theirs …”Tom composed his book not as a “how to” however a fable given that has been a writer for HBO and a standup comedian. It is the story of an individual who hires somebody to join his firm and teaches him to offer through a particular training method.To be good at sales, Tom thinks you begin by having “self-confidence- the act of selling is an act of courage and is vital to the economy. Feel like the hero in your own story. Sales is the engine to get there … in this method, the bumps and bruises end up being less agonizing.”Tom does not believe the internet will ever completely replace in person sales. He includes that “what is irreplaceable is human relationships which is where sales can be found in”. But he does believe that sales ends up being more difficult when you are not in the exact same space with someone. He firmly insists”you need to end up being more instinctive considering that it is harder to sense what the individual thinks.”This material was originally released here.


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