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Fear of Failure

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4eeac906-d407-11e2-a253-22000a91e9a7-mediumA great number of sales persons every year stands petrified in front of a customer, at the very crucial moment of closing, trying to figure out the best way to make the customer to commit into buying their product (or service). Or, they remain practically speechless , saying the least with a weak voice, in front of a new customer, they never new before. Or even in front of a phone list of new leads.

What they fail to realize is that if they won’t be bold, appear sure about themselves and their product and if they do not ask for that commitment, most probably the customer will think of them as “nice guys” and he will buy from somebody else.

What stops all of them? Believe it or not, fear of failure! Fear is a stage that all sales persons go through no matter how experienced they are, one day or another. When the customer is very important for your boss, when you need this sale to make your quota, when is a do – or – die deal, fear of failure always lingers.

What I want you to realize here is that failure is not the end of the world (or the end of your life). Failure can help us become stronger and more resilient next time. Here is 10 reasons why you should go forward, risking failure, as stated from Art Mortell author of The Courage to Fail::

  1. Failure teaches you more than success, especially about yourself.
  2. Failure renews your humility and sharpens your objectivity.
  3. Failure creates the perfect opportunity to try out new ideas.
  4. Failure helps you make corrections so that you stay on target.
  5. Failure makes you more mature and more resilient.
  6. Failure reminds you to be kinder to yourself and those around you.
  7. Failure is a “badge of courage” because you dared to take the risk.
  8. Failure develops the all-important emotion of patience.
  9. Failure warns you to not take things so personally (or so seriously).
  10. Failure grounds your self-esteem on who you are, not what you do.

Now you know that in sales there is only a win – win situation, no matter what the outcome. Why bother then? Go for it!!!

Thanos Alafogiannis

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