by Jacques Werth
High Probability Selling is scary. It’s a radical departure from what most salespeople are doing. It’s hard to believe that it will actually work.
The Fear of Loss
You may be afraid that you will lose sales if you don’t push for every single one. If you are not closing enough sales now, you may believe that allowing your prospects to say “no” will make things much worse. It may be difficult to believe that accepting “no” allows you to move on much more quickly to your next “yes”.
The Fear of Rejection
You may be afraid that the pain of rejection will be much worse when you listen to your prospects say “no” to you again and again. With High Probability Selling, you will hear “no” a lot more often than you do now. If you can learn to accept that, then you will also hear “yes” a lot more often than you do now.
The Fear of Inadequacy
You may be afraid of starting over and becoming a beginner again. You may feel reasonably competent with the way you have been selling. It is normal to be afraid that you may not be able to master something you don’t thoroughly understand and have never tried before. If you are able to move ahead in spite of that fear, you could be on your way to becoming a highly competent sales producer.
Fear of Fear
Before my first fight, my boxing coach taught me something about fear. “You can either walk away now and be terrified for the rest of your life, or you can get into the ring and deal with it.”