How to NOT Get Nervous in Selling Situations

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How to NOT Get Nervous in Selling Situations Tip #1: It’s about the role.

If you want to learn how to not get nervous in selling situations, then first you need to recognize that your nerves are likely the direct result of being afraid of rejection. This is the mindset behind why so many salespeople get nervous.

When a selling situation doesn't go the way you want, remember that it has nothing to do with you as a human being, but instead it’s all about the role you’re playing.

Tip #2: They can’t hurt you.

I remind salespeople all the time that prospects can’t hurt them. Think about it: They can’t reach through the phone and attack you. All they can do is maybe say some less-than-nice things to hurt your feelings—and in most cases, even that doesn’t happen.

We're not at war. We're in sales. It's not that bad.

Tip #3: Learning experiences aren’t a failure.

The only time you fail is when you quit. Everything else in between is a learning experience.

Accepting that learning experiences aren’t a failure, but rather an opportunity to grow and get better at sales, is key to not getting nervous in selling situations.

Tip #4: Follow a system.

One of the biggest problems I see in sales is that a lot of sales reps are making it up as they go. As a result, they really never learn what works and what doesn't...because they're just making it all up.

When you follow a proven sales system, on the other hand, you’re cutting out so many years of pain and trial and error. And most important, when you follow a proven system and a sale doesn't go as expected, you have a tangible way to deconstruct what actually happened.

Tip #5: Get lots of reps.

Many times when we get nervous in sales, it’s because we’re so afraid of something happening that actually never happens. By getting lots of reps, you can strengthen your selling muscle and the stronger it gets, the less nervous you’ll be because you’ll know what’s coming. 

Tip #6: All prospects are just people.

This is so important to remember. Sometimes we start to put our prospects on a pedestal and we think of them as people we have to kiss up to. We might even think of them as all-knowing and superior. And as a result, we get really nervous.

But at the end of the day, all prospects are just people. They're like you. They're like me. They're like your parents. They're like your neighbors. They're just normal people.

And the more you recognize that they're just normal people, less nervous you’ll get in selling situations. 

Tip #7: High-level buyers are just people, too.

This deserves its own point because high-level prospects often intimidate salespeople more than anyone else. High-level prospects are no different than any other prospects out there. They’re just people, too.

Salespeople often get really nervous about calling the CEO of a company or anyone with a C in their title. Maybe they’ve gone to fancy schools or they have fancy-sounding degrees. It doesn’t matter. They’re just people.

I’ve studied at some of the best universities on the planet. And I can tell you right now that every single person that went to Harvard and has a fancy degree is just a normal person. It’s really not a big deal. 

High-level buyers have normal lives. They have toilets. They have concerns. They have kids. They have frustrations. They fight with their spouses. They’re just people.

How to NOT Get Nervous in Selling Situations Tip #8: It’s just a game.

Sales is like any other contact sport. It can sting a little bit when you lose, but at the end of the day, it’s not going to kill you. Amd at the end of the game, the people on the other team are just people. They're just people like you and me.

So remember that sales is just a game. When you lose, pick yourself up and try again. Use these mindsets to get better. Have fun with it, laugh about it. It doesn't matter.

How to NOT Get Nervous in Selling Situations Tip #9: SW3N.

SW3N stands for: Some Will, Some Won't, So What? Next. Let me repeat that. Some Will, Some Won't, So What? Next.

If you want to master how to not get nervous in selling situations, then this must be your mindset moving forward. Recognize that no matter what happens, no matter how badly a sales situation goes, Some Will, Some Won't, So What? Next. That's it.

You have nothing to fear. You're going to learn. You're going to make mistakes. You're going to screw things up, and that's okay. Everyone does that. That's just what happens in sales.

Creators and Guests

Marc Wayshak
Marc Wayshak
Founder of Sales Insight Labs | Host of Data Driven Selling Podcast | Sales Data Geek
Cameron Stack
Cameron Stack
Producer | Partner at Podcast Sins Production and Strategy Firm
How to NOT Get Nervous in Selling Situations
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