Consulting

How to Channel Sales-Related Anxiety

By John Visconti

© Can Stock Photo/paradoxfx

Fears become an issue when they prevent us from doing what we need to do or when we spend an inordinate amount of time and energy engaging in avoidance behaviors. When the anxiety a stimulus produces is so strong that it interferes with quality of life and our ability to function in a productive manner, then it becomes problematic.
Often, avoidance behaviors can be very subtle and difficult to detect. Let’s use fear of sales-related rejection as an example. Unlike the response one might see from a person who is snake phobic (appropriately screaming, running and relocating to a home on Mars), fear of sales-related rejection can be much more subtle. In fact, it can actually be masked in what appear to be positive behaviors which are utilized to rationalize the avoidance behaviors.
In my years 20+ years as a sales consultant, I have observed salespeople engaging in some incredibly creative sales avoidance behaviors, often masquerading as positive actions. Read article


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