Dealing With Sales Hurdles


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Back in high school I was a very successful high and intermediate hurdler. Yet I remember the first time I attempted the hurdles. I had two choices going over them as needed or simply stopping in front of the barrier. These choices are based on fear.

For many of you fear can be paralyzing or preposterous. It is your choice and yours alone to determine whether or not to accept it.

Selling professionals chronically deal with hurdles. There are hurdles for lead generation, for relationship building for sales closing and numerous other things. And, selling professionals have two choices accept the fear and deal with it or become totally paralyzed.

There can be fear of:

  • Making cold calls
  • Networking with new people
  • Attending new associations and meetings unknown to you
  • Making quota
  • Being introduced to a third party
  • Asking for a referral
  • Asking for an order
  • Signing a contract
  • Dealing with objections

The list is endless. The fact is what can make you successful is also what can hold you back. The question is do you embrace fear like a hurdler and plow through it or do you act irrationally? The choice is yours but the best advice look down the track and keep looking at the finish line.

Republished with author's permission from original post.

Drew Stevens
Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 4 international keynotes, seminars and workshops per year.


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