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Does Sales Anxiety Hold You Back from Success?

April 07, 20233 min read

“If you aren't making mistakes, then your not doing anything" ~ John Wooden

Earlier this week, my friend, Greg DeMarco and I recorded the first episode of our new podcast. Yay! The topic we discussed was 'Sales Anxiety'. Having been in sales for more than 40 years, I can remember going through times where I had lost confidence and experienced a time of sales anxiety. Greg was able to share from his 30+ years of experience as well. The topic brings up a number of questions, so I wanted to provide some answers to the questions below. I have also included Greg and My podcast episode here. We talk about a good number of these issues.


1. What is sales anxiety?

Sales anxiety is the feeling of stress, worry, or unease that a salesperson experiences when thinking about or engaging in sales-related activities. This can stem from a fear of rejection, lack of confidence in one's abilities, or a high-pressure sales environment.

2. What causes sales anxiety?

Sales anxiety can be caused by various factors, including fear of rejection, lack of experience, high-pressure sales environments, unrealistic expectations, or even personal beliefs about the importance of making a sale.

3. How can I overcome sales anxiety?

Overcoming sales anxiety involves building confidence in your sales skills, setting realistic goals, practicing effective communication techniques, and developing healthy coping mechanisms for stress. Additionally, seeking support from colleagues or mentors, and focusing on the value you provide to customers can help alleviate anxiety.

4. Is sales anxiety common among salespeople?

Yes, sales anxiety is common among salespeople, as the nature of the profession often involves facing rejection, meeting targets, and dealing with high-pressure situations. However, the severity of anxiety may vary from person to person.

5. How does sales anxiety affect performance?

Sales anxiety can negatively impact a salesperson's performance by causing distractions, reducing focus, and leading to avoidance of sales activities. This can result in missed opportunities, reduced productivity, and lower sales numbers.

6. Can sales anxiety be a sign of a more significant mental health issue?

While sales anxiety is often specific to sales-related situations, it can sometimes be a symptom of a more significant mental health issue, such as generalized anxiety disorder or social anxiety disorder. If you believe your anxiety is excessive or impacting other areas of your life, it is essential to consult a mental health professional.

7. Are there any helpful tools or techniques to manage sales anxiety?

Yes, there are several tools and techniques available to manage sales anxiety, including mindfulness exercises, deep breathing techniques, visualization, and positive affirmations. Additionally, setting realistic goals, seeking support, and focusing on the value you provide to customers can help manage anxiety.

8. How can I support a colleague experiencing sales anxiety?

To support a colleague with sales anxiety, offer empathy and understanding, provide guidance or mentorship, and encourage them to seek professional help if necessary. You can also share your own experiences and coping mechanisms, as well as help create a supportive and non-judgmental work environment.

9. Can sales training help reduce sales anxiety?

Yes, sales training can help reduce sales anxiety by providing salespeople with the knowledge, skills, and strategies needed to succeed in their roles. This, in turn, can boost confidence and provide a sense of control, which can alleviate anxiety.

10. When should I seek professional help for sales anxiety?

If sales anxiety is significantly impacting your performance, well-being, or other areas of your life, it is essential to seek professional help. A mental health professional can help you identify the underlying causes of your anxiety and develop a personalized treatment plan to address your specific needs.

If I can be of any help to you in your sales experience, please be sure to let me know or check out some of the free resources we have on our website. Thanks.

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Don Goertz

Don Goertz - Mentor - Coach to Realtors, Don focuses on helping you understand your own personal style and how to make adjustments and better serve your clients

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