These challenging economic times have created many fears for sales individuals. The Following is one technique you can use to gain the upper hand.
I remember in the early days of my sales career being afraid of cold calling at the door of a potential prospect. Before going to the door I would drive around the block several times to build up enough nerve to knock on it. Unfortunately, I was dealing with a picture of the owner that I had created in my mind. He was 6’ 5”, cranky, cigar in his mouth, and not about to talk to another anonymous salesman.