Fear. It often stops us in our tracks. Stymies the success we might otherwise have. But most modern day fearfeel-the-fear is just a figment of our imagination.

Take following prospects up.

In this article we stated the ball is always in your court. It’s up to you to follow up prospects and ask for the order if you want to consistently win business.

So why don’t people take action rather than moaning about the lack of results?

It comes down to your own beliefs.

Here are a couple of common emotions we’ve experienced, both with ourselves as well as many of our clients.

You feel you’ll be perceived as pushy. You think your prospects will think you’re needy or desperate. Maybe you’ve experienced some rejection and now generalise it to everyone you speak to. Or you won’t be liked.

Some of you might think you’re not fast thinkers and get tied into knots dealing with objections or pushback.

Others come up with excuses like, “They’re not interested anyway – so why should I bother calling.”

I admit I’ve experienced all of these at some point.

However whenever I pushed through the emotions and made the call something surprising happened. People were (and are) happy to hear from me. They often needed to be guided and yes, pushed along to a decision (always in their best interest).

So the fear was irrational. False Evidence Appearing Real.

If this is happening to you, you just need to push through it. Make the call. The worst that can happen is they say “no”. And at best they can say “yes” and you both win.

In the immortal words of the late Susan Jeffers, “Feel the fear and do it anyway!”

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