How to Overcome Fear.

I was going to write about the "timing" aspect of closing deals. but it occurred to me that talking about timing would just so much jabber-jawin' if I don't provide some tools to overcome the fear of closing.

I'm well aware that experienced sales pros seldom have a debilitating fear of closing. However, that fear is a major problem for novices and a common reason for a lack of success at sales. And even experienced sales pros sometimes clutch when they're working on a deal that's larger than their zone of comfort.

More importantly, the ability to overcome irrational fear is a major enhancement to the quality of life. All in all, I think that taking care of that fear -- forever -- is worth a one-day pause in the "rules of closing" discussion. So here goes:

How do you overcome a fear? Here are five basic techniques:

• Familiarity. The more you close, the easier it is to close. That's why I recommended that you treat the sales cycle as a series of small closes. That way closing on the big deal isn't a big deal in and of itself.
• Rehearsal. When it comes to emotions, your brain can't differentiate between what it imagines and what's actually happened in the real world. If you repeatedly rehearse closing in your mind, and while rehearsing force yourself to feel confident, your behavior in the real world will imitate your imagination.
• Reframing. This entails creating a comparison that makes the original fear seem trivial. Example: There are millions of Iraqi citizens who have to worry about being shot simply if they go to the store to buy some food, so what have you got to be afraid of?
• Association. Ever been to an amusement park? If so, you probably paid $30 to $50 to be frightened. The "fear" part of selling is like going on a rollercoaster -- except that you get to some steering, so you're more in control. So the "fear" is the exciting part of selling, right?
• Redefinition -- Fear is actually just a signal that you need to do something. If you're afraid to ask for the business, it's just your subconscious mind telling you that it's getting close to the point where you need to ask for the business.

1. I notice that I'm putting something off because of a fear that it won't happen.
2. I re-confirm that the goal is worth pursuing.
3. I "remember" that the fear is just a signal that this is a desirable goal.
4. I feel grateful that I have the opportunity to achieve that goal.
5. I briefly think about all the things that I don't have to be afraid about.
6. I recall all the times that I've overcome similar fears.
7. I imagine myself taking the action that I've been putting off because of fear.
8. I repeat the above step 5 times, visualizing a successful outcome.
9. I use the momentum of all of the above to push me forward.