Monthly Archives: November 2013

Selling Ontology: Personal fears hinder selling processes

The ontology of selling provides the fundamentals (categories) and the algorithms that have to be considered in selling processes.

Selling implies being able to integrate the existing needs of prospects and their buying arguments in order to build a selling argument.

This process is hindered when the salesmen/women feel unsecure.

Selling is just helping to buy, but it requires knowing what the potential customer need and integrate it with their delivery proposals. Fear impedes grasping the ontology of a solution for a client.

In the adaptation process humans have to face four natural fears that inhibit intuition:

1) The fear of ridicule: A persistent, abnormal, and unwarranted fear of being ridiculed or ridicule. It is the fear that hinders the beginning of any different or new activity.

2) The fear of failure: Fear of failure is the fear of self-criticism or the fear of being criticized by others. It is the fear of failure that hurts far more than the failure itself. Actually, it is the fear of not being sure what will happen.

3) The fear or rejection: It is an outcome of low self-esteem. It makes you feel that everyone in this world is superior to you and they can reject and avoid you for some reason or other.

4) The fear of success: The fear of success is a very unique issue that arises when you are genuinely creating change and moving forward. One of the core fears that arise from change is that success will lead to loneliness.

These fears define the natural taxonomy of fear managing in human adaptive behavior.

Authoritarian environments foster fears to avoid losing control. Individualistic-anarchic environments foster fears to avoid the assumption of responsibilities. That is why selling, which is a complex problem and its learning process require an adequate context to be developed.

Peter Belohlavek

NOTE: The Unicist Research Institute was the pioneer in using the unicist logical approach in complexity science research and became a private global decentralized leading research organization in the field of human adaptive systems. It has an academic arm and a business arm.