In sales, anxiety is the enemy of success. Yet many salespeople are plagued by this emotion daily.
Anxiety often stems from the instinct for self-preservation – for overprotecting what you are afraid of losing. It creates a myopic or narcissistic mindset that, in turn, creates selfish, off-putting behaviors. If not addressed, it can become a self-fulfilling prophecy.
“Self-preservation is like a cancer, especially on sales teams,” says Jeremie Kubicek, CEO of GiANT Impact and author of Leadership Is Dead: How Influence Is Reviving It. “If I were a leader wanting to change direction and create a new culture, I would spend most of my time focusing on overcoming that issue.”
How Does Fear Impact Salespeople?
“Self-preservation is the chief limiter for most salespeople,” he concludes. “If I want to get my team members to the next level, I’m going to help them get secure in their role in the world. When they get there, they become authentic and start giving freely of themselves, and then people want to be around them, which leads them to achieve what they wanted in the first place.”
How to Instill Confidence in Salespeople
Credibility with the customer is everything. Of course your salespeople will be fearful walking into meetings if they’re not confident. Your salespeople should feel credible in multiple ways: what they know, how they speak, and how they appear to the customer. Here are three specific areas to focus on.