Let me ask you a question: Am I bothering you right now?

I don’t think so, but that’s one of the biggest fears salespeople face. They don’t want to come across as a nuisance.

However, that’s not the right way to approach it. Instead, think of yourself in terms of the value you bring.

You either have something of value—something that will really help someone either solve a problem they have or get something they really want—or you don’t.

If you have something of value, trust me when I say that you aren’t bothering people when you reach out to them. If someone is offended or wounded or put out because you took the time to ask them a question to gauge their interest, don’t worry about that. They will heal and get over it. You’re offering something of value and asking if they’re interested. You’re not bothering them.

Now, if you don’t have something of value, go watch the video in the fast-track library titled “Don’t Sell Junk”and follow the instructions I give in that video.

One of the most important things you can do as a salesperson is to get comfortable being uncomfortable. You should be okay with calling someone or stopping someone or visiting someone’s office. If you’re providing something of value, you’re not being a bother. You’re offering a solution.

Never say “no” on behalf of your prospect. If you don’t talk to someone because you’re worried you’re being a bother, you’re only preventing yourself from making a sale. You’re saying no before they can say no. You’re hurting yourself.

Don’t project your fears and hang-ups onto the prospect either. If you’re nervous or uncomfortable or stressed, the person you’re speaking to is likely to start feeling the same way. If you’re comfortable and confident, they will be too.

Remember, most people are just like you. They are curious and are always looking for something better.