A few weeks ago, I was talking with a colleague and the subject of selling came up. Specifically, she mentioned her fear of picking up the phone to make warm calls, let alone cold calls. As she was describing this, I could see the pain on her face and I was reminded how difficult selling can be for so many entrepreneurs and sales professionals. And I can definitely relate, because there are days when those old fears pop up for me, too.

It breaks my heart when people share their stories regarding how fear stops them from selling what they want. The reason it bothers me so much is because when fear stops someone from selling their product or service, they are actually denying someone else the right to say yes to purchasing from them. The real problem with this is that we make selling about US, the entrepreneur or sales professional, when it really is about THEM—your prospect.