Aliyawanders

I still remember my first cold call—palms sweaty, heart racing, voice cracking like a teenager in a school play. I had rehearsed my pitch a hundred times, yet the second the prospect picked up, my brain staged a full shutdown.

“Hi, uh… I’m calling about… um… your financial planning needs?”

Click. Dial tone. Ouch.

But here’s the funny thing—if you’ve ever been out in the field with me, you’d probably never guess I was freaking out inside.

If you’ve ever felt that gut-wrenching fear before making a pitch, trust me, you’re not alone. But here’s the thing: fear in sales isn’t a sign you’re in the wrong field—it’s a sign you’re human.

1. Understanding Your Fear: What’s Really Spooking You?
2. Mock Calls: A Necessary Cringe
3. Rejection? Make It Your Best Friend
4. Follow a System: Because Winging It is a Disaster
5. Set Goals That YOU Can Actually Achieve
6. Get a Mentor: Learn from Those Who’ve Survived
7. Take It Step by Step
8. A Sales Coach Can Make The Difference
9. Remember Why You’re Selling
10. Don’t Forget Self-Care
11. Fear Doesn’t Have to Be the Enemy

The trick is learning how to work with it instead of letting it paralyze you. And if you want to know my secret (well, not really a secret) on how I get through it, keep reading.

Understanding Your Fear: What’s Really Spooking You?

Is it cold calling? Fear of rejection? Worrying you’ll come off as pushy? The first step is figuring out what freaks you out the most.

For me, those awkward moments happened when I first met a prospect and right after my presentation—when the customer went silent, and I was convinced they were judging me. What should I say? How do I get them to open up? Should I go for the close? Wait? Fill the silence with nervous chatter?

Understanding this helped me prepare better responses instead of panicking or discounting my way into a loss.

Once I understood that this was my weak spot, I could prepare better responses instead of panicking and discounting my way into a loss.

Mock Calls: A Necessary Cringe

Practicing sales calls feels weird at first—like trying to climb the wall in your office.

I still remember my first role-play session more than 20 years ago. I was handed a script and told to practice in front of everyone. Awkward. But trust me, the more you role-play, the less likely you’ll freeze when facing a real customer.

Get a friend, a mentor, or even your mirror to practice your pitch until you can say it in your sleep. And the best part is once you master the basics, you’ll naturally develop your own style.

Rejection? Make It Your Best Friend

Here’s the hard truth: you’re going to hear no a lot. Like, A LOT. But every “no” gets you closer to a “yes.” Sales is a numbers game.

Ever heard of the Pareto Principle? The 80/20 rule?

The Pareto Principle, or the 80/20 rule, basically means that 80% of your sales come from just 20% of your customers. And it doesn’t stop there—only about 20% of your potential clients will actually convert into paying customers, bringing in most of your revenue.

So what does that mean for you?

In sales, this means the sooner you hit your 80%, the faster you’ll land in that golden 20%.

Every time I get rejected, I just tell myself, ‘Ah, this person is part of my 80% rejection.’ It might sound a little crazy, but this mindset keeps me going—and honestly, it works!”

I’ve had clients ghost me for months—even years—only to call out of the blue saying, “Hey, I’m ready to buy now.” Turns out, my persistence (without being annoying) made an impression. So, don’t take rejection personally—it’s just part of the sales game.

Follow a System: Because Winging It is a Disaster

Having a structured sales process is like having Google Maps in an unfamiliar city—it keeps you from getting lost. A solid framework helps you stay in control, anticipate objections, and confidently lead the conversation instead of scrambling for words.

In my early days, we were drilled on an 8-step presentation. Three full days of training just to memorize it—even backward! Some trainings teach 7 steps, some 10, but at the core, they’re all the same. The key? Practice until it becomes second nature.

The more familiar you are with your process, the smoother your delivery—and the more confident you’ll be.

Set Goals That YOU Can Actually Achieve

If you’re still figuring things out but expect to close ten deals a day, you’re setting yourself up for disappointment—and, honestly, failure.

My unit trust leader used to call it the “magic number”—our personal daily target. Everyone had a different number based on their experience and past performance.

Those who hit their magic number got stars. At the end of the week? A small gift. And at the end of the months-long challenge? Someone won a plasma TV. (Which, back then, was a big deal.)

The game wasn’t just about incentives. It was about setting achievable, personalized goals that kept us motivated and confident. Breaking goals down like this builds confidence and sets you up for long-term success.

Get a Mentor: Learn from Those Who’ve Survived

Nothing beats learning from someone who’s been in the trenches. A good mentor can share real-life experiences, strategies, and mistakes they once made—so you don’t have to.

Take It Step by Step

If the thought of selling terrifies you, don’t throw yourself into the deep end.

Start with easier scenarios—like pitching to a friendly colleague or a friend. Confidence builds over time.

And here’s a tip: if they’re not ready to buy, ask if they’ll let you practice your presentation on them. You’d be surprised how much insight you’ll get from a client’s perspective.

That’s why new agents are often told to list 50–100 warm prospects—people they already know. It’s a low-pressure way to get comfortable before tackling cold leads.

A Sales Coach Can Make The Difference

Within my first six months as a unit trust agent, I attended countless trainings—some free, some paid, some from my agency, and even external ones.

The faster you learn, the faster you grow. But here’s the catch—don’t let training eat into your working hours. You need both. Balance is key.

Remember Why You’re Selling

You’re not just pushing a product—you’re offering value.

If you truly believe what you’re selling helps people, that belief will fuel your confidence. Customers can sense passion versus someone just trying to hit a quota.

Set a tangible personal goal as well. This clear target can serve as a beacon of motivation, especially on challenging days. By consistently tracking your progress, you’ll be able to celebrate each milestone and stay focused on the journey ahead. Recognizing your achievements along the way will encourage you to keep pushing forward, even when the path gets tough.

Don’t Forget Self-Care

Sales is a mental game, and stress will eat you alive if you’re not careful.

Fear Doesn’t Have to Be the Enemy

The best salespeople aren’t fearless—they’ve just learned to manage their fear.

Every call, every pitch, every awkward rejection is another step toward getting better. So take a deep breath, pick up that phone, and own it.

Worst case? You get a no.

Best case? You close the deal, gain confidence, and realize you had it in you all along.

Want to build a rewarding career as a Life Planner with AIA Public Takaful? Let’s make it happen!

If you’re ready to explore this opportunity (or just a little curious), WhatsApp me at 012 223 1623 or simply click here to chat with me directly. No pressure, just good vibes and real talk!

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