Fear costs us salespeople a lot of money. Fear is the reason we don’t pick up the phone to call our customer proactively when there is nothing urgent or terrible happening. Fear is the reason we gravitate to email instead of the telephone.
Fear is the reason we don’t tell our customers and prospects what else they can buy from us. Because right now, as you read this, your customers are buying things from the competition that they could buy from you. In fact, they’d probably like to buy it from you. That’s why they’ve been with you for so many years (or decades). And, of course, you would like to sell this to them. But none of that is possible because they don’t know. Because you don’t tell them regularly and consistently what else they can buy from you. Because of fear. Fear also is the reason we don’t ask for the business with every customer we talk to. Fear is why we don’t ask consistently for referrals. Or testimonials.