The Handy Little Sales Book for Scaredy Pants: 50 Quick Tips, Deep Thoughts and Practical Steps to Selling When You’re Scared

By Benjamin D Aaron

As entrepreneurs go, I was lit up by the idea of working for myself, establishing my own routines and not having a ceiling on the amount of money I could earn. I knew my product was good, so it felt like a goofproof way to start a new life. Then I realized how scared I was at even the idea of selling. I'd never held a sales job, nor did I go through any formal sales training. Okay, that isn't totally true. I did work in the shoe department at Macy's, but I didn't really sell shoes, rather I fetched them. And my training only involved how to push the buttons on the cash register and to make sure I asked the customer if they wanted to open a Macy's credit card account. Even this made me uncomfortable, so I quit after one month. No, I came from a laboring background, working outside, usually a shovel in hand. I had no idea the complexities of a sales pitch. I had no concept of my own body language or voice tone. I knew how to talk about myself, but I wasn't very good at being courteous and attention-giving to others. Thus, in the early stages of my startup, when picking up the phone or walking into a business to offer my products, fear enveloped me. I would get the shakes. My stomach would churn. I would blabber and sweat and spew gobbledygook, walking away not knowing what was said. My adrenal flight response kicked into high gear, so I tried to dash away as quickly as I could. My sales pitches were cragged, uncomfortable and hurried. I was so scared to sell that I almost gave up on my entrepreneurial dream before I even got started. But, the thought of having to go back to work using my back and not my brain was not something I was willing to entertain. As scared as I was, I wasn't going to give up. I knew I needed to learn the skill of sales before I could become a successful entrepreneur. I knew I needed to overcome my fear of selling to raise my self-esteem and self-concept.Contrary to popular belief, courage and bravery do not overcome fear. Rather, love and kindness is the sword that pierces panic and dread. Love qualms fear in a way that eases our senses and relaxes our worried minds. Love and kindness open the door to alternative ways of conducting ourselves in the presence of others. Love shrinks the gap of separation that our ego desires. When I started applying what I already knew to be true about love and kindness to my sales situations, my life changed forever. I applied the love and compassion I had for my friends and family to prospects and customers. I gave myself permission to show compassion to my business partners, not just my loved ones. Overcoming our fears is opening the door to more love in our life. When we learn to deeply love, care for and be [professionally] affectionate toward our prospects and clients, we will have reached a level of sales most never will. My first sale had me over the moon. I couldn't believe it. I was in shock that I finally got to a "yes." She probably just felt sorry for me, but hey, I'll take it. After several moments of exuberant celebration, I was propelled to give it another shot, so I did. I picked up the phone and called another prospect. Then another and another. I kept trying and trying. I developed persistence, thanks to the love and kindness I gave myself permission to feel when I finally made my first sale, my first connection. Like a great treasure unearthed, I discovered the most important components to making sales. I learned that selling had little to do with me or my need for validation and comfort. Selling is about showcasing attention to those in a position to accept it. Selling is about becoming a person of service. Selling is about becoming a great listener. Selling is about becoming gentler and more vulnerable. Through the trials, tribulations and the victories of selling, I've overcome my fears and in return, I am a better person. In fact, I owe my life to the world of selling.

• Format: Paperback
• Language: English
• ISBN: 1726466906
• ISBN13: 9781726466905
• Release Date: September 2018
• Publisher: CreateSpace Independent Publishing Platform
• Length: 74 Pages
• Weight: 0.20 lbs.
• Dimensions: 7.8" x 0.2" x 5.1"