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How do you respond to sales anxiety?

Do you sometimes lie awake at night worrying about that big sale you've yet to close?

Have you ever felt paralyzed by fear before you pick up the phone or make that sales call?

Anxiety can cripple us emotionally and hinder our sales productivity. Although everyone experiences moments of anxiety in their lives, we don't have to let fear control our lives.

Can you share a story on how you got through a particularly fearful situation in a sale or in your sales career?

How have you freed yourself from the grip of anxiety?

Your examples can be a big help to all of us.

Glenn - by GlennB
well when you have sales anxiety, id say its usually from lack of sales experience... or perhaps just being out of the sales world too long...

when you get this nervousness, you just start to lighten up and think to yourself "what the heck, im prepared for the worst...but at the same time, if nothing else, im just gonna see if this next presentation is a lay down deal real quick..." the anxiety usually comes from the pressure people feel to perform.... id say its natural feeling that anyone has when theyre in the spotlight so to speak...

its hard to see how, other than through experience and training you are going to build the confidence to get through your sales without much or any anxiety... just comes down to confidence....

its also easier to increase your confidence in sales by knowing what your closing average is....the ratio of sales to presentations.... if you want to sell 5 and your average is 1 out of 3 then you can lose a bit of apprehension but just doing the math here and just thinking instead of 5 sales, just 15 presentations and the rest will likely take care of itself...heck get 20 to really increase your odds so that its like even if you arent a great closer, youre giving yourself a alot of practive in a short time which will also give you momentum which will totally wash away anxiety... - by planrecruiter
Do you sometimes lie awake at night worrying about that big sale you've yet to close?

Have you ever felt paralyzed by fear before you pick up the phone or make that sales call?

Anxiety can cripple us emotionally and hinder our sales productivity. Although everyone experiences moments of anxiety in their lives, we don't have to let fear control our lives.

Can you share a story on how you got through a particularly fearful situation in a sale or in your sales career?

How have you freed yourself from the grip of anxiety?

Your examples can be a big help to all of us.

Glenn
I know for a fact performance anxiety in sales is a cul de sac not worthy to go down. Worrying about prospecting, presenting, closing etc is unfortunately a real worry for alot of sales people especially new starters, poor performers etc. Unfortunately, for these people they dont realise that they are actually fulfilling their own doom by allowing the anxiety to exist.

I am a sales trainer with a rock solid background in IT sales I noticed some time ago high performers, over achievers have a different perspective to the world of sales. That perspective is to view sales as a 'game' cos that is all it is and once you start to shift your attention from worry to enjoyment by participating in the game, striving for self improvement watching the performers perform your mental shift will happen magically.

In a nutshell, change the associations and connotations associated with sales and the parts and processes of the job from negative to more positive associations. Confidence comes from crashing and burning but enjoying it, once you've crashed that car thats it what else have you left to worry about..........get out and enjoy afterall it is only a game no matter how serious you take it and whether you like it or not. - by mine99
I have never experienced Fear, in and from, my entire sales career. I wish I could offer a reason why, so that I could help others. But I simply don't know why. A search on this forum today will reveal that the word "fear" has been used repeatedly on 266 threads. I suspect its repeated use numbers in the thousands. I can't relate. I don't know Fear of Phone, Fear of Cold-Calling, Fear of Success (Ugh), Fear of Failure, etc. etc. etc.

So I can't relate or help others by drawing from my experience in sales on the subject of fear.

But then there is Perspective. A month ago on a dangerous Mexican road, an SUV came blindly down a mountain at 65 miles an hour, swerved, fish-tailed, and lost control heading straight towards my car with me and two passengers inside, changed direc