Weekly Thought – March 5, 2024
Fred was considered a mentor by countless young business men – many of whom he met when speaking on college campuses. One was Jarrell McCracken, founder of Word Books and Records. In this excerpt of vintage 1960 material Fred speaks to their national sales force.
Fear Can Be Beaten
As I see it fear is one of the two biggest problems in sales; discouragement is the other. I can give you a lot of quick, easy answers, but they have a problem – they don’t work. They make wonderful articles and sell well, but are actually only aspirin tablets.
Tonight I don’t want to talk about aspirin. I want to talk about the causes of fear and to overcome it. You don’t have fear? Don’t kid me or yourself – all salesmen have fear.
Let me sum up the five of the basic reasons for the “why” of fear:
1) People will find out we’re insincere. Layden Stroud, one of the foremost insurance men in Dallas always says “people don’t care how much I know until they know how much I care.’
2) We are there for selfish reasons. Who is uppermost in our mind – the good of the prospect or the personal value of the sale? Great salesmen believe when they leave the client genuine value has been contributed.
3) Our pride gets hurt when we tell someone we are salesmen and they immediately say “no.” When meeting someone for the first time how do you answer their question,” What do you do?”
4) We don’t have adequate knowledge. An old training adage is “he who stops learning stops getting better.” Prospects know when we know – and when we don’t.
5) We haven’t done our homework and we are unprepared for the appointment. It is said that the successful do what the unsuccessful are unwilling to do. Good luck is where preparation and opportunity intersect. Fear often evaporates in the heat of solid preparation.
I am convinced fear is selfishness; fear is pride; and fear is ignorance. Therefore, fear is wrong. The Bible tells us we are not given the spirit of fear. And also we read that perfect love casts out fear.
Confidence and fear can come from the same root. For example, many of my friends know I love sports cars. We had one delivered the other day and I drove my wife over to Petersburg, Virginia. I love to put a car through its paces in the mountains. I was doing some curves (quiet, gentle ones, of course) thoroughly enjoying the car’s performance. Mary Alice who does not share my enthusiasm began showing nervousness. In our many years of marriage and road trips we have encountered several thousand curves without any trouble. This has given me confidence. However, for Mary Alice it has increased her fear. She figures the law of averages says an accident is due; I believe this record gives experience and confidence. If you think: “Boy, I’ve sold four out of the last five customers I’m bound to lose the next few, this is fear. But if you say, “Boy, I’ve sold four out of the last five I have quite a streak going!” That is an experience-based, confident approach.
Fear is a reality, but it doesn’t have to immobilize. Check carefully on your sincerity, your motivation, your preparation, and your pride. Are you convinced what you are doing is a fair exchange for your time and energy because you and your products were there? If so, then you can go in faith, not fear. You can have the spirit of confidence, not cowardice.
This week think carefully about: 1) I may not be in professional sales, but I how can these principles apply to my career? 2) What situation has created fear for me lately? 3) How genuinely prepared am I for my day to day interactions with others?
Words of Wisdom: “I am convinced fear is selfishness; fear is pride; and fear is ignorance. Therefore, fear is wrong.”
Wisdom from the Word: “For God did not give us a Spirit of fear but of power and love and self-control.” (2 Timothy 1:7 NET Bible)