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Best of Bennett Sales Tips
Segment 22 Facing Fear and Going on the Attack

• Finding your Inner Patton
• Facing our fears to reach entirely new heights
• Learning to use fear to plan effectively
• Attack straight ahead and dont back down

Greg Bennett Sales Training APC
www.APCProfit.com
Best of Bennett Sales Tips
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Being a Professional Salesperson Means Youre
Going to Face Fear Time and Time Again

• Fear about the economy, which is almost always
  outside our control
• Fear about our customers, things could change at
  any moment turn-over of decision makers, the
  company may be bought or sold, or go out of
  business altogether
• Fear about our own performancecan we keep up the
  pace and meet higher and higher expectations
• Fear about having to constantly meet new people,
  and make introductory cold calls
• Fear about the unknown of what clients may say or
  do
• Every Successful Salesperson Ive Ever Met Has
  Told Me They Never Stop Experiencing FearIts
  Always There
• But Thats Why Salespeople Are the Highest Paid
  People on Average In Any Business

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I Have to Acknowledge My Love and Appreciation
for Fear

• I too have fears everydayevery monthevery year
• Ive always appreciated fear, and have learned to
  love it as the strongest motivator in my lifeI
  look at fear as a tremendous tool I can always
  count on being therevs letting it destroy me, or
  cause undo stress and anxiety
• But I didnt get to this viewpoint on my ownI
  studied the way other successful people handled
  fear and I learned how to process it the same
  wayand you can too
• Of All the People I StudiedMy Favorite Was
  George S. Patton, Famous General From WWII

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George S. Patton General, U.S. Army in
WWII General of the Third Division and Leader of
the Lightning Strike Through the Heart of Europe
to Defeat Hitler
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Patton on Fear
There is a time to take pay attention to your
fears, and there is a time to forget your fears. 
It is always important to know exactly what you
are doing. The time to take counsel of your
fears is before you make an important battle
decision. That is the time you listen to every
fear you can imagine!  And then develop a solid
plan of attack Before we head into a particular
time in sales (an upcoming year, quarter, month,
week, day, or call) is when we need to pay
attention to our fearsto acknowledge they exist,
then use that energy to plan our attack
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Patton on Fear, continued
Then when you have collected all of the facts
and fears, and have your planyou make your
decision.  After you make your decision, forget
all your fears and go full steam ahead. The
time to be fearful is nowand we need to use that
fear to develop a solid plan of attackthen when
we launch the attack, we must give it 100 effort
and focus and forget all our fears!
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More Pattonon Attacking the Enemy
I dont want to get any messages saying that,
we are holding our position  Were not holding
anything.  We are advancing constantly and were
not interested in holding on to anything except
the enemy.  Were going to hold on to him by the
nose and were going to kick him in the ass
were going to kick the hell out of him all the
time and were going to go through him like crap
through a goose. No Im not saying were going to
hold our clients by the nose and kick em in the
rear I look at the enemy as being whatever
fears weve acknowledged are there Once we have
our plan and we head into the attack, we have to
be fearless and go at it hard right awayyou walk
directly into the thing you fear with urgency and
passion
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Changing the Way We View Fear

• Dont shy away from looking at fearful
  thingslook FOR these situations with
  anticipation as opportunities for growth
• Dont be in denial about fearacknowledge that
  you have it and that you SHOULD be afraidsales
  can be a scary worldbut thats WHY we love it
• See if you can replace any self-defeating
  internal dialogue like, I dont know like all
  this unknown stuffbeing afraid all the time is
  going to cause me stress and kill meand try
  saying, I love the unknownI welcome the scary
  thingit only makes me sharper, better, and helps
  me find new levels of success
• Then when you are feeling afraid or anxious USE
  that energy to develop your plan of attackplan
  for the upcoming month, week, day, or call
• Then when the time comesattack without fearhit
  it hard and right away

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• Assignments
• Look honestly at the things in sales that
  currently scare, intimidate, or frighten youmake
  a listwe all have them, some more than others.
  Is it the upcoming quarter? Is it a particular
  person? Is it doing something uncomfortable,
  like cold calling, or collections? Once you
  make this list, look at it and realize those
  things are your ticket to greatness, NOT the
  things that will defeat you.
• As you experience this fearful thing PLAN your
  attackare you afraid of calling on Ted because
  hes a jerk? Then use that to make a planhow
  are you going to approach? How are you going to
  counter his jerk-ness? How will you respond
  when he says this or that? THEN when its time
  to attack EXPLODE into that meeting with Ted and
  say, Okaybring it

Greg Bennett Sales Training APC
www.APCProfit.com
Best of Bennett Sales Tips