Friday, June 4, 2010

Fear of Success

"Procrastination is the fear of success. People procrastinate because they are afraid of the success that they know will result if they move ahead now. Because success is heavy, carries a responsibility with it, it is much easier to procrastinate and live on the 'someday I'll' philosophy." (Dennis Waitley)

I have been saying this very same thing for years and I usually get this response: "Don't you mean the fear of failure?" To which I give a resounding, "NO!" Fear of success is the only reason people do the same thing, day after day, with the same mediocre results, but who still complain that they don't have this or can't do that. If people expect you to fail, you will always live up to their expectations. If they expect you to succeed, then you have more chance of failing.

I have worked with countless employees, contractors, consultants and students over a 25 year career and I have heard every excuse under the sun about why they couldn't succeed. It was always someone or something that was in their way. They don't have any money. The timing isn't right. School is too expensive. I make it today - I have hair appointment. Blah, blah, blah...

I have been doing sales training calls all day today and my theory about fear of success has once again been confirmed. The rule of sales is that you are going to hear No more than you hear Yes. Get over it! Especially if you are calling people on the phone. They will never recognize you on the street. As George Bernard Shaw said, "The secret to success is to offend the greatest number of people." Of course, you really don't want to offend anyone on purpose. But if you accidentally push someone's buttons, then remember they will never recognize you on the street. Go on to the next call. And if such a thing happens during an in-person meeting, then kill them with kindness and move on to the next person. Get all of the Noes out of the way to make room for the Yesses!

And to conclude with another quote, this time from John Di Lemme, "Your results are the product of either personal focus or personal distractions. The choice is yours." So get focused and diminish the distractions - and the excuses! You are bound to fail once in a while. Eat those failures for a snack and move on to the banquet of success!

Peace,

Shelly

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