What is Fear?
Fear is an emotion that stems from one’s belief or belief system about someone, something or a situation. It is a powerful emotion that greatly influences behavior.
If you overcome your fear of doing something you will do that thing far more often. When fear goes down, confidence goes up, and when you’re confident your chances of success are exponentially higher.
How Fear Affects Confidence
I was once part of a team building exercise on a ropes course where the power of fear and its effect on outcomes became very clear. Our group was geared up and ready to go and the instructor asked us to walk across a 30 foot wooden plank laying flat on the ground. Everyone in the group was able to complete this task easily and confidently.
Then the instructor walked us to our second challenge where we found the exact same plank laying over a giant hole about 200 feet deep. He asked us to walk across — the first person in our group hesitated and so did everyone else.
The instructor then asked us why we couldn’t walk across the same wooden plank we had just confidently conquered. The answer was clear. We believed we might fall — this belief created fear, our confidence in completing the task was destroyed and no one took action. (Nobody actually crosses this plank over the giant hole, it us only used to illustrate fear.)
Lucky for us, the sales profession is not a matter of life or death. Sales is only a matter of succeeding or not succeeding. If you fail or make a mistake you do not fall into the 200 feet deep black hole. The only fear that exists in the sales profession is the fear we create on our own.
So how do we overcome our fear? Here are some tips.
1.) Seek knowledge. You can teach yourself anything.
2.) Practice, Practice, Practice.
3.) Emulate and model the successful Sales reps
4.) Believe in yourself and take action.
5.) Believe that your goals are possible and persist until they come true.
Fear is a manifestation of your mind and is only real to the extent you believe it is. What will you believe?
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