I remember tearing a page out of a magazine somewhere because of the article, but I’m unable to give the author credit for his or her work, and because of the laws of copyright I have had to alter the contents slightly. I want to use some of it here because it sums up what I want to say so well.

What’s the one thing that stops countless people from realizing their ultimate professional success? Is it the economy, competition or oil prices? No. As challenging as these external factors can be, it’s not any of them. In fact, nothing comes close to the power of your largest obstacle —

We all have it in our everyday lives. Prime-time television shows are based on it. You’ve seen the ones I mean. You’ve seen the victims that are thrown into the situations they fear the most – like a pit of insects or rodents, or you see them jumping from buildings and so on.

Humans have an important built-in protection instinct. It’s called the fight or flight syndrome. When we confronted by something that we believe can harm or even kill us, our body has two primary reactions, to fight (defend our position) or to flight (to run like heck). But as humans we have an even more powerful ability to analyze and understand. We are able to step back from our fear and determine if it is worthy of the fight instinct or the flight instinct.

Maybe we have given our fears more power than they deserve and conquering any one of those fears will bring us greater rewards than any prize money we could win on any game show ever could.

Top salespeople use a method that’s called desensitizing, or more simply stated, positive action to overcome their fears. They do what they fear the most and each time they do it, they fear it less and less. This positive momentum breaks the initial immobilizing hold that fear can have on them. But as good as it is, it’s not for everyone, because it simply won’t work until the individual is ready to approach his or her fears in that manner. It’s something that should never be forced on anyone – no matter what.

You should ask yourself what’s the worst that can happen to you if you try and fail? You won’t get the sale, right? So what? There will be more opportunities available providing you don’t simply give up and never try again.

In life, there are two types of people. Those who try, stumble, fall over, but then get up and try again. And there are those who fear stumbling so much in the first place, they never even try. All you have to do is to work out which of the two groups is the more successful?

Peter Collins

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