Fear

Are you scared of cold calling? Or do you have fear with that big deal you’ve been working on - what if you lose it after all the work you’ve been putting in?

If this is the case, you’re struggling with attachment. Attachment is one of the reasons for the sleazy salesperson stereotype. Salespeople that are far more attached to their commission checks and targets than the needs of their customers. If you read last week’s newsletter, you will remember the below image:

Detachment is the antidote to fear in sales. You should never attach any deal or call to your self worth. Remember the buyer is 100% in control of their decision and they know that, so they don’t want to be pressured into a decision. Being attached to an outcome you don’t control is a silly idea.

Detachment is easy to write about here but much more difficult to put into practice right? Here’s an example to help you:

If you make the goal of a cold call to book a meeting, you will be attached to that goal, and will see it as a failure if you don’t book one and meet that desire. But what if you book a meeting with the wrong person who’s unqualified? Or bully someone into a meeting who then no shows? Waste of time right?

So flip the script, and set your goal as starting a conversation. It helps you detach from booking a meeting with everyone, puts less pressure on you and you’ll paradoxically end up having better chats and booking more opps.

Know someone who could benefit from this advice? Forward them the email