WHAT IS YOUR BIGGEST FEAR?

PUBLIC SPEAKING, REJECTION OR FAILING?

By far the biggest fear of salespeople is fear of failure. It has a cousin — fear of rejection. Rejection is the pathway to failure — if you fear it. While failure itself is real, the fear of it is a condition of the mind.

Earl Nightingale’s legendary tape “The Strangest Secret” says, “You become what you think about.” If that’s true, why doesn’t everyone think “success?” The answer is a combination of what we expose ourselves to, and how we condition ourselves.

We live in a world of negative conditioning. The three big motivators are… fear, greed and vanity. They drive the American sales process — and they drive the American salesperson.

Our society preys on the fear factor. It’s in 50% of the ads we see (the rest are greed or vanity). Ads about life insurance for death and disability, credit cards stolen, anti-freeze for stalled cars, tires that grip the road in the rain, brakes that stop to avoid hitting a child on a bike, and security systems so your home won’t be robbed. You see that crap enough, you become “fear-conditioned.”

Over the years of my failures, I have developed a great way of looking at it (lots of practice). I learn from it, or I ignore it.

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