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Sales Training America is a world class sales training and custom development training company specializing in sales training and sales skill development of our client's sales force. At Sales Training America we help our clients improve their sales profitability through the development of their sales management and sales efforts through SalesForce.com implementation. Sales Training America offers both public (open enrollment) sales training classes well as the development of customized sales systems and sales classes for Fortune 1000 companies across United States and Canada.

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Sales Training Tips:

Sales Course - Overcoming Sales Fear

The insurance sales fear factor does not pop up immediately. When a prospective insurance sales person answers the promising newspaper advertisement he is full of enthusiasm. He is thrilled about all the benefits and income potential told to him. The sales manager virtually guarantees him a long and successful career. He is overwhelmed to get the phone call telling him is one of the chosen ones.

The new insurance trainee is required to memorize word for word a sales script not written in his language but that devised by someone in the home office sales headquarters. The sales fear factor of not adjusting to this wording ruins his faith in getting it right. For example, people in many states do not say "you folks" but instead "people like you." He becomes fearful to ask why he cannot adapt the sales presentation to feel more comfortable. The reply is "no, everyone does it this way, no exceptions"

Self confidence sinks when the sales manager at the last minute talks to him. The sales manager has to do a couple interviews. This means the sales person is on his own. At this point he is paralyzed with the sales fear factor. As soon as an objection from the prospect comes up, his thinking process is shutdown, and ruins the whole spontaneity of his presentation.

This fear and worry attracts exactly the reactions the salesperson dreads. When no sale is made, the salesman is transformed into the early stages of anxiety and fearfulness. He dreads reporting back to the sales manager, and why not? His appointed mentor tells him he didn't push hard enough for the sale. After three more no sales, the salesperson encounters a rapidly increasing level of the sales fear factor. With confidence at an all time low, he suspects it is all his own personal fault. This power zap makes him doubt his sales ability and even career choice.

After the first sale, he is barely uplifted with the remark, "it is about time." Not exactly a confidence booster. The sales roller coaster begins. Each sales brings him up, and every unsuccessful attempt rekindles fears. There are countless no sales to every sale. Now the insurance salesperson becomes a chronic worrier, with dangerously low levels of faith. The sales fear factor is robbing him of the efficiency he needs to become happy and confident.

He starts molding himself into the typical mediocre salesperson. On appointments he starts off in fearful dread of not making the sale. This mindset affects his efforts and ambitions. The prospect controls the situation and when this occurs a prospective sale is always lost. His is further embarrassed reporting weekly results at sales meetings. The sales fear factor is almost controlling everything from obtaining leads to making appointments to achieving sales. He is going down fast.

The only chance of saving the career is to change mentors. Trade off the negative comment sales manager for an experienced and established insurance seller for a mentor. Riding along on two sales appointments with a true career salesman may be all it takes. He finds the sales pro telling him that sales fear is not real, but factionary, In fact the pro tells the agent in advance he is going to walk out with a sale. The professional sales presentation is 90% different from that of the agent. If does not promote the company, but hits hard on the benefits. Benefits obtained by investing in the product offered. The professional salesperson has completely eliminated the sales fear factor.

Fear is not real. It is an artificial mental barrier between those who succeed and those who struggle. You control your own destiny. Do not pray to God to help you. God helps those that help themselves. The stronger you become, the quicker the sales fear factor will start to disappear. Your confidence and sales with begin to soar. Become determined to put yourself in control of all sales activities and your future. No fear.

Source: Don Yerke link

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