Eliminating Sales Anxiety

OK, everyone knows that closing sales means pay and increased survival, right?

So why is it that there is so much anxiety connected with this step of the sales cycle?

A look at the inner workings of the cause of anxiety may give us some understanding.

At low levels, anxiety is just a slight, uneasy feeling of concern, worry, or dread. At this point it is a normal reaction to facing something for which you are unprepared.

Taken to extremes it can be intimidating and overwhelming, creating a feeling of being paralyzed, unable to function. Your attention is fixed on “what if . . . ” scenarios of failure instead of feelings associated with winning.

The low levels of anxiety we can usually handle, the higher levels, not so easy.

The primary factor of anxiety is a real or imagined threat to survival. This is the common denominator to all anxiety and stress.

It’s obvious that no sales closings = no income = a threat to survival. And this alone can create anxiety and stress, but there are other subtler, personal things a work.

Things like your own personal purpose of being successful at your chosen profession, future goals, family obligations, self-confidence, morale, group standing and reputation come into play.

All these and more are affected negatively or positively by how well you do your job – and that translates to closing more deals.

What is the key to controlling and even eliminating anxiety?


Yes, it is really that simple.

Confidence means you are certain of your abilities and your judgment.

It is the self-assured feeling of trust in yourself that you can do the job you have been trained to do and get good results

It is the freedom from doubt about whether you can do what is called for.

Anxiety and doubt do not coexist with confidence.

Okay, if confidence is so important, where can we get some?

This too is pretty simple.

Confidence is built through focused preparation and disciplined practice.

Practice builds you the self-assurance that you can do something to professional standards, every time. This is what creates the internal security that you can handle whatever comes up and get a favorable outcome.

Practice trains the muscle memory that eventually becomes second nature. Then even in stressful situations, you don’t have to think or remember what to do. You just do it effortlessly.

How long does this take? Bluntly, it takes as long as it takes. It’s different for each individual.

But two things are certain:

1. Confidence in doing anything comes from focused, disciplined practice.

2. Anxiety is controlled by building confidence.

These quotes by people at the top in their fields support this idea:

If you want to be good, you have to practice, practice, practice. If you don’t love something, then don’t do it. – Ray Bradbury

Confidence doesn’t come out of nowhere. It’s a result of something… hours and days and weeks and years of constant work and dedication. – Roger Staubach

One important key to success is self-confidence. An important key to self-confidence is preparation. – Arthur Ashe

Winning breeds confidence and confidence breeds winning.
– Hubert Green

Confidence awakens confidence. – Friedrich Von Sachsen

Confidence is contagious. So is lack of confidence. – Michael O’Brien

Confidence feeds on itself and will eventually vanquish sales anxiety.

Sales closing anxiety can be a thing of the past. It’s just a matter of willingness.

If you are willing to put in the time and work, you’ll build an infectious confidence that can eliminate anxiety and create the atmosphere of a winner.

And that is worth working for, isn’t it?

daniel w. jacobs
(c) 2010-2030, all rights reserved


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