Feel the Fear
To understand what inspires people, we also need to understand what causes them to perform at a lower level than might be possible. The phrase to remember is “limiting fears.” Think of a speed limit. People get to 55 mph, and that’s as fast as they will go. They are afraid to go faster. The greatest roadblocks to high performance are fear and anxiety, and they can actually incapacitate a person.
We see fear played out most with salespeople. They have the fear of rejection when, in actuality, they are not being rejected; they are being refused. To understand fear, we need to break down the word. Fear means “false expectations appearing real.” Is fear a friend or foe? Fear, at the right time and in the right dose, can be healthy. ...