by Don L Price

Created on: April 05, 2007   Last Updated: June 13, 2009

We live in an increasingly complex and stressful society where myths saturate our minds with more Fiction than Fact.

In the world of sales we are bombarded with myths such as: Thick Skin Fearlessness is the major characteristic quality of all highly successful sales and business people.

Another myth: people who experience fear never become successful in business or life.

Overcoming More Fiction than Fact myths can start you out on a journey of great prosperity and success in life and business.

The two deadly fears that many people struggle with and think they should never experience if they are to be successful in life and business are rational and irrational fears.

However, everyone who ever became a success in their career, a winner and champion in sports or any other endeavor in life figured out that from a rational point of view, there are only two ways to eliminate fear.

* Make sure you never try anything new and keep everything in your tiny little world isolated so that you never grow and always remain the same.
* Push through and beyond fear, knowing that not confronting fear is always more painful than the fear itself.

As it turns out, most people struggle with bone-rattling pain caused by rational or irrational fear daily when prospecting, selling, launching a new marketing campaign or auditioning before a casting director for a new TV show. Their fears persist no matter how strongly they feel about their skills, products or services.

Everyone deals with fear. As long as you continue to grow and expose yourself to new opportunities, you'll always experience some levels of fear. Fear is healthy and normal when put in perspective and managed. It simply would be unnatural not to experience some forms of fear in life and business.

Anyone and everyone who finds themselves involved in some method of selling experience has a fear of rejection or call reluctance, some to a greater degree than others. Unfortunately, many people in sales who have a fear of rejection and take it personally will, over time, develop a defensiveness that negatively impacts their selling career. If unmanaged and they outwardly radiate fear, doubt, uncertainty or defensiveness when calling on prospects or clients, their chances of making a sale diminishes considerably. Customers and prospects want to deal with a self-confident person; and when fear comes through you, it sets up (often unconsciously) an immediate conflict of trust in your customers' or clients' minds.

Differentiating between

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