Is fear stopping you from getting where you want to be in sales? If so, you're definitely not alone. Most salespeople wrestle with various fears daily, and these fears become invisible barriers that prevent forward progress.
There's an old sales adage that says "FEAR spelled backwards is Ridiculous Assumption Everyone's Fighting." While I typically hate these kinds of cute sayings, in this case, it's absolutely true.
During my years as a Hall of Fame sales coach at JP Business Academy, I've discovered that most of what salespeople fear isn't real – they're fake fears built on assumptions that would sound absurd if spoken out loud.
The Anatomy of False Fear:
Let me give you a perfect example: cold calling resistance.
I'll work with someone on developing their prospecting skills, and they'll be completely resistant to picking up the phone. When I dig deeper into their reluctance, here's what I discover:
The Reality: The worst thing that can happen is someone says "no" and maybe adds a rude comment.
The False Fear: They're acting as if the person on the other end is going to track them down, hunt down their family, and exact revenge for interrupting their dinner.
See the disconnect? The actual consequence has zero impact on their life, but the imagined consequence is paralyzing them.
Common False Fears in Sales:
Cold Calling Fear:
- False: "They'll be furious and report me"
- Reality: They'll say "not interested" and hang up
Pricing Fear:
- False: "They'll think I'm greedy and never work with me"
- Reality: They'll either see the value or shop elsewhere
Follow-up Fear:
- False: "They'll think I'm desperate and pushy"
- Reality: They'll appreciate your persistence or politely decline
Asking for Referrals Fear:
- False: "They'll think I'm using them and get offended"
- Reality: They'll either help or simply say they can't think of anyone
Closing Fear:
- False: "If I ask for the sale, they'll feel pressured and leave angry"
- Reality: They'll either say yes, no, or ask for more time
The Fear Recognition Process:
Step 1: Name the Fear What specifically are you afraid will happen?
Step 2: Reality Check What's the actual worst-case scenario? (Not the movie version in your head)
Step 3: Consequence Assessment If the worst case actually happened, what would be the real impact on your life?
Step 4: Probability Analysis How often does this worst-case scenario actually occur?
Step 5: Action Despite Fear Move forward with the knowledge that the fear is false
The Cost of False Fears:
These fake fears are expensive. They cost you:
- Potential clients who never hear about your solutions
- Commissions from deals you never pursue
- Confidence that erodes from avoiding necessary activities
- Professional growth that comes from pushing through discomfort
- Market share that goes to competitors who aren't paralyzed by imaginary threats
The Courage Cultivation:
Courage isn't the absence of fear – it's action in spite of fear. But when you recognize that most of your fears are false, taking action becomes much easier.
The Professional Reality:
In professional sales, the actual consequences of most activities are minimal:
- A "no" is just information, not rejection of you as a person
- A rude response says more about them than about you
- A lost deal is data for improving your approach
- A difficult conversation is practice for handling objections
The False Fear Antidote:
Evidence Collection: Keep track of what actually happens when you do the things you fear. You'll be amazed at how rarely the worst-case scenarios occur.
Reframe the Risk: Instead of focusing on what could go wrong, focus on what you'll miss if you don't act.
Start Small: Take small actions that prove your fears are false, then build on those successes.
Celebrate Courage: Acknowledge yourself for taking action despite feeling afraid.
The Transformation:
When you learn to recognize false fears, everything changes. You start making more calls, asking for higher prices, following up more persistently, and pursuing bigger opportunities. Not because you're fearless, but because you're no longer controlled by fears that aren't real.
Your False Fear Challenge:
Identify one sales activity you've been avoiding due to fear. Write down what you're afraid will happen, then write down what will most likely actually happen. Notice the gap between your fear and reality.
Then do the activity anyway and document the actual result.
What false fear has been holding you back in your sales career? Share it in the comments – sometimes naming our false fears helps us see how ridiculous they really are.
#SalesFear #SalesSuccess #SalesTraining #JPBusinessAcademy #SalesCoaching #SalesMindset
Ready to overcome the false fears that are limiting your sales potential? Connect with me at TheJPBusinessAcademy.com or john@thejpbusinessacademy.com.