From: drgoogle@qqss.com (Dr Scott)
Newsgroups: biz.marketplace.real-estate biz.marketplace.discussion
Subject: Tip #52 Fear-Free Selling
Date: Sat, 15 May 2004 13:26:45 -0500
Fear-Free Selling: Part 1
By Dr. Scott Sindelar
Fear of selling is holding back even the most experienced sales
professionals from reaching their highest potential. It may be holding
you back and you may not realize it. Even your web site may reflect
your hidden fears. Fear of selling is often hidden or disguised.
We use a lot of words to label or describe this problem. We can say
we are shy. We can say we are introverted. We can say we are cautious,
careful, or anxious. We can say we are perfectionists or
procrastinators. We can say we hate selling and don't want to appear
pushy. But, more often that not, those are just fancy words for being
scared silly. That fear is what causes us to avoid building the best
business that is within our potential.
After practicing business psychology for over 25 years, I have come to
the conclusion that the most powerful motivator is not money. It is
not love, (although I wish it were).
I believe the most powerful motivator in the world is fear.
How does this work? Let's take a look at money and love:
The most powerful motivator is not money; it is the fear of not having
any money.
The most powerful motivator is not love; it is the fear of not having
any love.
Here is a tip from my new Ebook, Fear-Free Selling - How To Become
Absolutely Fearless Selling Anything: Products. Services, Even
Yourself.
http://www.FearFreeSelling.com
Fear Free Tip 52: Learn To Become More Optimistic
Research by the great psychologist Martin Seligman and others has
shown that optimistic people tend to outsell, outperform, outlast, and
outlive pessimistic people. Pessimists tend to view themselves as
realists. In reality, they are often unnecessarily negative, cautious
and fearful. They often give up easily, and easily learn to be
helpless, resentful, angry, or passive in situations that have
opportunities for success.
The good news is that optimism is learned. One way to determine if
you are optimistic or pessimistic is to observe how you think when
something bad happens.
A pessimist tends to think using the three "P's": (Think "P" for Poor)
Pervasiveness – If one thing goes wrong, it is evidence that lots of
things go wrong. They believe in Murphy's laws. They will think, "This
whole organization is stupid."
Permanence – If something goes wrong, it will always go wrong.
"They'll never get it right"
Personalizing- If something goes wrong, it is mostly their fault. "I
never have any luck."
In contrast, an optimist tends to think using the three "S's": (Think
"S" for Successful Sales)
Specificity – "It is just this one specific event, not everything that
goes wrong."
Short-Lived – "Things can get better in the future and have been
better in the past. This slump won't last long. "
Shared Responsibility – If something goes wrong it is due to many
ingredients. "Some of the causes are outside and some are my fault.
What do I need to do to improve?"
Your task, then, is to move more into the "S" type thinking and away
from the "P" type thinking.
The only exception to this is when you are hiring an accountant or
chief financial officer. It is desirable to have a healthy dose of
pessimism in those who pay the bills and plan for future savings and
expenditures. Making money off of your web site, however, requires
your choosing to be more optimistic and fear-free in your selling
approach.
Scott Sindelar, Ph.D. is a Business Psychologist, author, and speaker
from Scottsdale Arizona. His new book is available for download as an
E-book from the online Advanced Business Success catalog:
http://www.simpleshop.net/catalog.mv?394
Comments to: DrScott@FearFreeSelling.com
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