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Information » Professional Skills Training & Development Resources
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Fear and Decision Making

Decision Making

On July 4, 1776, Samuel Adams and John Hancock were persistent and got Congress to make a decision that we all benefit from today and will continue to do so for many years. This decision was the United States’ Declaration of Independence.

We all make decision on a day to day basis, some major and others minor, but they need to be made. When we have an intense Desire, Purpose or Goal, we are persistent in achieving it and we do all we can to overcome our FEARS.

Indecision, Doubt and FEAR

I am sure you have heard what FEAR stands for; False Evidence Appearing Real and that is exactly what it is.

As indicated in Napoleon Hill’s book, “Think & Grow Rich”, INDECISION is the seedling of FEAR! Indecision crystallizes into DOUBT, the two blend and become FEAR! The “blending” process is often slow, but that is one reason why these three are so dangerous, they grow without their presence being observed.

Fear is basically a state of mind and is subject to control and direction. Take for example, Physicians, without fear or hesitation, have been known to physically contact hundreds of people, daily, who were suffering from such contagious diseases as small-pox, measles or tuberculosis, without becoming infected. Their immunity against the disease consisted, largely, if not solely, of their absolute lack of FEAR.

The Economy may have made us cautious, however, do not have FEAR hold you back in decision making.

The Six Basic FEARS

There are six basic fears, with some combination of which everyone suffers at one time or another. Most people are fortunate if they do not suffer from the entire six.

Click on the links for more details on each category. Named in the order of their most common appearance, they are:

  • The fear of POVERTY
  • The fear of CRITICISM
  • The fear of ILL HEALTH
  • The fear of LOSS OF LOVE OF SOMEONE
  • The fear of OLD AGE
  • The fear of DEATH

All other fears are of minor importance and they can be grouped under these six headings. Read more about it in Napoleon Hill’s famous book Think and Grow Rich“.

Thiink & Grow Rich Ebook

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10 Essential Sales Tips To Double Your Conversion Rate

By Geoffrey James

Want to make sure that as many of your qualified prospects as possible turn into real, life paying customers?  Here is a list of 10 things that you can do TODAY that can easily double your conversion rate, and probably land you in your company’s “winner’s circle” for this quarter, and every quarter after:

  • #1: Use more referrals. Sadly, many people distrust sales professionals. As a result, most prospects are disposed to think of reasons not to buy rather than reasons to buy.  When  you come into a sales situation with a referral, those barriers are lowered.
  • #2: Only call on decision-makers. Only go after prospects that have job titles that match the buying level of your product or service. Because you have a limited amount of time to sell each day, don’t waste it calling upon people who don’t have the authority to purchase.
  • #3: Take control of your calendar. When you first make an appointment, agree to whatever time is convenient for the prospect. Then, once the appointment is in the prospects calendar, request that the appointment be moved to match what’s convenient for you.
  • #4: Optimize your meeting schedule. For example, if you find that your typical sales call takes half a day, always schedule meetings at 8:30am and 1:30pm. If you schedule a meeting at 11am, you’ll only able to make a single call that day.
  • #5: Make sales calls when prospects are available. Don’t waste prime sales call time (i.e. “working hours”) fussing with your CRM system, doing research, answering emails and so forth. The crux of your job is to sell; all the rest is just busywork.
  • #6: Don’t try to accomplish too much. Most B2B sales situations require more than one meeting to close a deal. You need to find an appropriate goal for the initial meeting and achieve that, then move the sale forward to the next step.
  • #7: Don’t repeat yourself. Many sales professionals are secretly afraid that the prospect won’t believe what they’re saying, so they start repeating themselves, hoping that repetition will add credibility. Actually, repetition does the opposite.
  • #8: Don’t anticipate objections. Unless you are 100 percent certain that a specific objection is going to surface, don’t surface it yourself and answer it. While prospects almost always have objections, the last thing you need to do is to provide them with a laundry list.
  • #9: Pinpoint the real objection. If a prospect stalls (e.g. “I need to talk this over with my staff”) or surfaces a vague objection (e.g. “I’m not exactly certain this makes sense.”), ask questions that will clarify the situation so that you know how to proceed.
  • #10 Test for the close, then close. When you have told your story, check to see whether it’s time to close.  (E.g. “Does all of this make sense to you?”) Once you’re reasonably certain that the prospect is ready to buy, close the deal.

The list above is based on a conversation with Tom Black, author of best-selling book The Boxcar Millionaire.  Very smart guy and (seriously) the salt of the earth. While he sells for the financial market today, he cut his sales teeth selling Bibles door to door.

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