Fear is and always has been the greatest enemy of mankind. It is the greatest obstacle to success in your life and your career. It is both subtle and devastating. It works on you, deep in your subconscious mind, causes you to see the world negatively instead of positively. To achieve great success in selling, the eradication of fear as an influence in your life is job number one.
There is an inverse relationship between fear and self-esteem, like a teeter-totter. The greater the fear, the lower your self-esteem. But the higher your self-esteem, the lower will be your fear. Everything you do to raise your self-esteem will decrease the fears that hold you back, and everything you do to decrease your fears will raise your self-esteem and improve your performance.
Since all fears are learned by repetition of the fear inducing event or events. Fears are unlearned by repetition of acts of courage in opposition to the responses of fear. Let me explain. If you are afraid of cold calling, the way that you overcome your fear is to confront it repeatedly until it goes away. This is called, “systematic desensitization” and is the very best and most effective way of developing courage and confidence in any area of your life. As Ralph Waldo Emerson said, “Do the thing you fear and the death of fear is certain.”
Another way to overcome the fear of rejection is to learn to speak on your feet. Certain fears are bundled together, like wires, in the subconscious mind, the short circuiting of one fear causes the short circuiting of the others on the same circuit. One of the fears that is bundled with the fear of rejection is the fear of public speaking. Fifty four percent of American adults rank the fear of public speaking ahead of the fear of death.
When you learn to speak on your feet, by joining Toastmasters International and attending the weekly meetings, or by taking a Dale Carnegie course, for example, you become more confident and self-assured in your interactions with others on a one-to-one basis. When you become a completely competent public speaker, you will be powerful and persuasive in your prospecting and sales activities.
Now, here are two things you can do immediately to put these ideas into action.
First, learn how to speak on your feet. Take a course, read a book, and practice, practice, practice! It can change your life.
Second, identify the fear that is holding you back and then resolve to do it anyway. Become the master of your destiny.
Brian Tracy is a legendary in the fields of management, leadership, and sales. He is the author of “The Psychology of Selling” & “The Power of Charm.” He can be reached at 858.481.2977, or www.briantracy.com.
