We led an in-person sales training program a few years back and reached the end of the first day debrief. One rather bold and honest young producer spoke up and said, "I was skeptical coming into this program; however, I really like what you shared today, and I can see it working."

I thanked her for her frankness and kind words. As I started to call on the next raised hand, she spoke again, "That wasn't really what I wanted to say. I can see this working once I get it in front of someone. But getting in front of someone is my biggest challenge; prospecting makes me physically ill."

Selling is a difficult and scary job. And, for most salespeople, prospecting is the hardest part. But it doesn't have to be.