Fear: The Catalyst for Inaction
I’ve actually been reading an interesting book that I’ve had for a while but never actually read because of its weird title, i.e. The Piano on the Beach. I’ll be upfront and honest; I find it very difficult to relate or prescribe to some of the fluffy, overly sentimental and somewhat tacky images that the home business and leaders industry put together, and the front cover of this book is no exception. However the perspective that the author comes from in this book definitely resinates with me and a majority of people who have gone to university.
One of the themes that I wanted to discuss today is that of action or inaction for that matter. I particularly feel that this relates to business, sales and prospecting in general, as these are the activities that business owners tend to either avoid or not spend enough time on. I was actually just discussing this with a few people on facebook just this week so I thought this was quite timely.
In a way this post is a little bit related to my previous post ‘What to Learn for Internet Marketing Beginners’, however this is more general about inaction or action for that matter. Tony Robbins often says that we make decisions out of avoiding pain or out of pleasure, and within this book this is one area that is discussed. If you really think about this, it is very true, just spend some time reflecting on your decisions and you will generally see that there is a pain avoidance factor or to experience pleasure associated with your decisions.
When you reflect upon your decisions in relation to making phone calls to prospects, following up leads etc, these are always, ALWAYS related to fear. That is of course if you are 100% happy with you income, situation etc, which very few people actually are. Generally the success of your business is always related to your ability to pick up that 300kg hand set, because no matter what business is about relationships. Let’s face it; the only thing that makes the handset that heavy is your imagination and everything that comes flooding through your mind prior to picking it up.
My belief is that while you may be able to make some phone calls, the fact is you precondition yourself to a certain amount of exposure to Fear. What do I mean by that? I mean that you realise that you need to pick up the phone to make a certain income that you are comfortable with, however at some point you believe that you have had too much exposure to fear so you stop calling or avoid picking up the phone.
What does this mean? This means that you are cheating yourself out of making it your best every month/week/day in terms of achieving sales. The best sales people in the world aren’t the ones with the slickest presentation or the most sales education, they are the people who overcome their fears, overcome their comfort zone and continue to push through and ultimately make more calls and receive more no’s than anyone. Ultimately you can go to as many seminars as you like or get as much education but nothing is going to be better to prepare for making sales than actually going out and trying to make them.
So always keep your goals in mind and then go like the wind to taking action and overcoming your fears. Don’t avoid your fears, overcome them and push through your comfort zone.
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