What Really Scares You? -- DeWese
Salesplaniphobia is the fear of any activity associated with thinking through, in advance, how you intend to grow sales or profits. This activity is called planning. These planning phobics resist yearly sales plans, budgets and any type of account pre-call planning. The root of this phobia is the fear of making a commitment to do something in the future. These salespeople have been known to break out in hives, pig out on Oreos or take to their beds for days.
Now, Pablo and I are really cookin'. We're thinking, "The Time article says that shrinks are making a fortune curing things like plutophobia (fear of wealth). We have no fear of wealth, so we're going to hit the road to America's printing companies curing salesphobias. Or, better yet, since I've got just a wee little smidgeon of autoclaustrophobia, you readers send us your phobias and we'll send you a cure. We'll price your cure when we've determined how much money you've got and your level of desperation.
Meanwhile, Pablo and I are going to move on to some more advanced scientific research and a little more muscatel while you get out there and sell something!
About the Author
Harris DeWese is the author of Now Get Out There and Sell Something! published by Nonpareil Books. He is a principal at Compass Capital Partners and is an author of the annual "Compass Report," the definitive source of information regarding printing industry merger and acquisition activity. DeWese specializes in investment banking, mergers and acquisitions, sales, marketing, planning and management services to printing companies.