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Tip
of the Month: April 2007
Fear: Friend or Foe?
Dear Friends,
I don’t believe anyone is absolutely fearless. In my view, that
would be a license for total reckless abandon. A more accurate reflection of
those who appear fear free is, “He doesn’t let fear get in the way.”
Fear can polarize us. We can find ourselves doing nothing except being fearful.
Fear can cause target fixation as we impose our will and try to force unnatural
outcomes. Fear puts us at a major disadvantage. We refuse to develop alternative
plans because we struggle with clouded thinking. Logic can be replaced with unsubstantiated
emotion. We can become a hostage to our nagging thoughts that create an escalated
feeling of doom and gloom. Fear usually keeps us conservative and our business
lives go void of any risk taking. The bottom line is we get stuck and the fear
grows.
The very best salespeople are great hunters. Like the hunter, they are rewarded
for hitting the target. They sell and they get paid. They don’t sell and
they don’t get paid. I don’t believe that great hunters are fearless,
just like I don’t believe that great salespeople, managers, or executives
are fearless. If you tell me that a bear hunter walking through an enclosed forest
area with a reputation for Grizzly sightings claims he is free of fear, I’m
going to show you someone who is either insane or lying. They have too much respect
for the 1,000 pound animal that requires a precision shot to bring down. On the
other hand, that same great hunter understands and acknowledges his fear, recognizes
when fear is calling and is able to use it to his advantage.
The same holds true for great salespeople, or anyone in business. The truth is
those that appear fearless and have a track record of tremendous success have
fear too. They just use it differently than those who struggle.
The next time fear has you, try the following:
- Name something that you were fearful of that you absolutely didn’t
get through. We get through everything.
- Develop a plan B and take action immediately. Have plan C ready to go
if need be.
- Recognize what your mind and body does when fear pays a visit. Invite
it in, and then invite it to leave.
Greatness is about going where no others will go – don’t try
to tell me there’s no fear attached to that. The key is to recognize
and use your fear so that it becomes your friend. Healthy fear tells us we’re
on the edge of breakthrough. We’re in the right place doing the right
thing. That’s a little different than letting fear own us. Go be great. |
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