fear of meeting new prospects

Great post, Mitch!

I know that stage fright describes something that has often preceded great performance. RM's wonderful story fits that, I think.

Helen Hayes, called the greatest of American actresses, always suffered nervousness to the point of vomiting before every stage performance. Sid Caesar, the great actor and funnyman who dominated television in the fifties with 90 minute live shows, literally had to be coaxed on stage for every performance. Muhammad Ali was frightened of both Sonny Liston and George Foreman--although he did everything he could to hide it. His bout and victory against Foreman was one of the best fights ever.

I have not witnessed stage fright at that level in selling.

Quote:

Originally Posted by Gary Boye

Great post, Mitch!

I know that stage fright describes something that has often preceded great performance. RM's wonderful story fits that, I think.

Helen Hayes, called the greatest of American actresses, always suffered nervousness to the point of vomiting before every stage performance. Sid Caesar, the great actor and funnyman who dominated television in the fifties with 90 minute live shows, literally had to be coaxed on stage for every performance. Muhammad Ali was frightened of both Sonny Liston and George Foreman--although he did everything he could to hide it. His bout and victory against Foreman was one of the best fights ever.

I have not witnessed stage fright at that level in selling.

I froze on stage in front of around six thousand distributors with my company back in 1998 when the VP of sales put a microphone in my hand to speak for a minute or two and all that came out after a long pause and me looking at the people in front of me was: "Amen, have fun, it's a blast." which came after my wife had spoken for a couple of minutes very eloquently and without self-consciousness.

Walking back to our seats she says, "Why did you say that,Mike"

"I don't know! I just froze!"

Later that day people who heard me and said something to me had mixed reviews. Some laughed and said I must have went blank and that was okay, not to worry. But others said I had been so punctual and to the point that my six words were actually cryptic and a breath of fresh air from all the long winded speeches - of course I nodded and agreed with them.

Wow, Mitch! (that's for your first post.)

As for "Amen, have fun, it's a blast." I just love posts that cause me to break into spontaneous laughter! Those people who were scratching their heads were clearly just lacking the ability to recognize your true genius...

For me, stage frieght is a purely physical reaction. I've sung the part a hundred times at home. I know I can sing it with style and interpretation that is missing from many of my peers. I'm not aware of any thoughts about failing, or horrible "what if" scenarios going on in my brain...but my stupid body just trembles (like shivering) AND I CANNOT STOP IT. It's horrifying.

Gary, I don't understand your objection to the term "call reluctance." I used to get up every day at 4:45 am and take a 7 mile run down on the beach. I did it everyday and knew exactly what to expect: My pet boxer would drag me half asleep for the first mile and a half. Then I'd find my stride. Finally, I'd feel invigorated and optimistic for the whole day when I started with this run. YET, every single day when that alarm would ring, I would lie in bed for a good 5 minutes or more struggling to decide if I should drag myself up or just roll over and turn off the alarm. Guess what I call this? That's right...RUNNING RELUCTANCE.

For me, call reluctance can be all the things that have been described previously (fear of rejection, unpreparedness, etc.) but even when I eliminate those things, it is simply a natural resistance to step out of my comfort zone (or warm bed). Even when I know it's not that bad once I get going.

Quote:

Originally Posted by RainMaker

For me, stage frieght is a purely physical reaction. I've sung the part a hundred times at home. I know I can sing it with style and interpretation that is missing from many of my peers. I'm not aware of any thoughts about failing, or horrible "what if" scenarios going on in my brain...but my stupid body just trembles (like shivering) AND I CANNOT STOP IT. It's horrifying.

I know the feeling.

I just walked past the TV and my son, who is a HUGE Peanuts fan, is watching Charlie Brown. Linus says to Charlie Brown: "Go on Charlie Brown. She is the homecoming queen. You have to be her escort for the dance." [referring to the little red-haired girl]. Charlie Brown is just standing there shaking from head to toe.

THAT'S IT! That's ME!

Quote:

Originally Posted by RainMaker

I just walked past the TV and my son, who is a HUGE Peanuts fan, is watching Charlie Brown. Linus says to Charlie Brown: "Go on Charlie Brown. She is the homecoming queen. You have to be her escort for the dance." [referring to the little red-haired girl]. Charlie Brown is just standing there shaking from head to toe.

THAT'S IT! That's ME!

I understand the word reluctance to mean a hesitation or feeling to not do something and it captures that moment - the reasons why that feeling is there is what we're trying to address here.

Quote:

Originally Posted by MitchM

I understand the word reluctance to mean a hesitation or feeling to not do something and it captures that moment - the reasons why that feeling is there is what we're trying to address here.

Here are a few reasons from "Successful Cold Call Selling":

--Lack of skill
--Need for approval
--Faulty perception of reality
--Poor self-image
--Negative Self-talk

Quote:

Originally Posted by MitchM

I understand the word reluctance to mean a hesitation or feeling to not do something and it captures that moment - the reasons why that feeling is there is what we're trying to address here.

My Charlie Brown quote was actually referring to my stage fright because of the funny way they showed him physically shaking from head to toe.

For me call reluctance is a strange phenomenon. After my post last Tuesday, I made some calls on Wednesday, went on a couple appointments on Thur and Friday and closed them both. I think for me the best advice for myself is the Nike approach: JUST DO IT. It's that first call that presents some type of resistance. Once I get rolling, I'm fine. But on Monday, I will have to push myselft to start again.

Also, I do not share the years of experience under my belt like many on this board, so it may just be that the act of calling has not become "absorbed" into my routine as second nature....YET.

Quote:

Originally Posted by RainMaker

For me call reluctance is a strange phenomenon.

RM, I've mentioned my view on call reluctance. And I've mentioned a few times my opinions on your talents and great potential in sales, which continue to rise the more I read your posts. With that said, do you see what you and others label as "call reluctance" to be an obstacle to your sales career or current success and earnings? In other words, is it preventing you from achieving your potential--or interfering with achieving your potential and desired outcomes?

Quote:

Originally Posted by Gary Boye

With that said, do you see what you and others label as "call reluctance" to be an obstacle to your sales career or current success and earnings? In other words, is it preventing you from achieving your potential--or interfering with achieving your potential and desired outcomes?

Gary, I guess I would more liken it to a hurdle than an obstacle. If I get a good start, I can fly right over the darned thing, but after a few yards, instead of having flat road or smooth sailing, there's another (the next time I need to start making calls). If I take it on while my momentum is still in play, I can give myself the push to clear the next one and keep going. Once I stop. BAM. Dead in the water and I am bound by the laws of science: it takes much more engergy to get a standing object into motion than a moving one.

So my answer to your question.... It is only a lurking hurdle, but if ignored it has the potential to become an OBSTACLE at any time.

An interesting self-observation about this thread: This thread has been like therapy to me. Each time I post, it causes me to look more closely at my own behavior in order to articulate it clearly. In so doing, a vague underlying detriment is now plain as day to me. Awareness is power. Thanks, guys!

fear of meeting new prospects

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