The sales world is full of unexpected twists. Rejection lurks around every corner, and cold calling can chill even the bravest promo pros. You don’t have to pretend you’re not scared sometimes. In fact, leadership expert Michael Hyatt says that attempting to travel through life without fear is rarely wise. Fear is what keeps you from wandering down dark alleys at night or speeding along cliffside roads.

Escaping fear shouldn’t be your goal, he says. Instead, you should try to choose courage and do the thing you fear most. Courage is only possible in the presence of fear, Hyatt says. In this issue of PromoPro Daily, we share his thoughts on 3 fears worth conquering this Halloween. 

1. The fear of failure. A little risk aversion is a good thing, Hyatt says, because it can protect us from unwise decisions and costly mistakes. However, you should be willing to step outside your comfort zone. This is how you make breakthroughs and reach your goals. He says if you have a sense of fear, uncertainty or doubt, it’s probably a sign that you’re on the right track. Try naming your fear and reframing your new risk as an experiment. Hyatt advises defining what you’re going to try, for how long and when the feedback period will be. Then, get after it.

2. The fear of disappointing others. It’s understandable to not want to let your boss, co-workers and clients down. If you’re regularly plagued with this fear, Hyatt recommends using the “positive no” strategy. Clearly and respectfully say “no” to an opportunity and propose how you can help in place of your participation. If you’re used to immediately agreeing to other people’s requests, you could also adopt a policy like, “I always wait 24 hours before agreeing to a new opportunity.” This can at least help you from saying “yes” too soon.

3. The fear of confronting reality. According to Hyatt, overwork is a frequent avoidance tactic. Many people work too much because they feel like they’re failing in their home life. Remember that you’re a whole person and that your personal and professional life are interconnected. Avoiding problems doesn’t make them go away, he says. Think about why you’re avoiding things and take courageous steps in the right direction. Breakthroughs are just around the corner, Hyatt says.

Whether you’re afraid to make cold calls or you fear missing your sales quota, don’t let those fears hold you back. Instead, keep pushing and making small steps. When you face your fears, you become more confident, capable and resilient.

Compiled by Audrey Sellers
Source: Michael Hyatt is founder and chairman of Full Focus. He’s an author, speaker and podcaster known for his expertise in leadership and personal development.