How I Raised Myself from Failure to Success in Selling Ch 24

What motivated the speaker to approach bigger clients for selling insurance?

How did the speaker initially feel when meeting Mr. Hughes?

What pivotal moment helped the speaker regain composure during the interview?

What approach did Mr. Hughes take to help the speaker feel more at ease?

What does the speaker conclude is the key to overcoming fear in such situations?

What did the speaker hope to achieve by making the call to Mr. Hughes?

What realization did the speaker come to regarding successful individuals?

What was the initial outcome of the meeting with Mr. Hughes?

What effect did Maurice Evans's confession of nervousness have on his audience?

What did the U.S. naval officer realize about fear after his confession during his speech?

Why did the letter from Charles Thompson resonate with the author?

What opportunity did the author mention he regretted missing due to fear?

What is the primary lesson conveyed in the summary regarding fear?

Which of the following is NOT mentioned as a way to remember names and faces?

What does the author imply about the value of a sincere smile?

Overcoming Fear of Approaching Big Men

Personal Experience: Author, while selling life insurance, was terrified of contacting important figures. He initially struggled to approach a president of a large company.
Initial Failure: Felt increasingly nervous, voice trembled, and lost composure during the first meeting.
Unexpected Success: Admitted fear to the big man. This unexpected action created a connection. The other person, recognizing and acknowledging the author's fear, encouraged and motivated him.
Key Insight: Fear was not the problem, rather, it was hiding the fear while attempting to showcase confidence. The realization was that admitting fear is a key factor in successfully overcoming it.
Validation: The author highlights similar experiences from other successful individuals (a famous actor, a naval officer).
Naval Officer Example: A naval officer, despite extensive combat experience, was exceptionally nervous before speaking publicly. He admitted to his fear. Surprisingly, this honesty increased his effectiveness. The audience felt genuine connection and empathy.
Military Personnel: A letter from a soldier in combat acknowledged that the wisdom of admitting fear applied highly to soldiers and situations where bravery was expected. This validation shows universal applicability.
The Rule: The simple rule learned was to admit fear when it arises when approached with important people. This can transform a potential failure into a positive experience.
Avoidance: The author reflects on missed opportunities during his career because of fear. He highlights that admitting fear was beneficial to securing important client relations
Conclusion: Admitting fear is not a sign of weakness, but rather a crucial step to overcoming it. It can lead to more successful interactions with important people, even those perceived as intimidating.

This quiz explores the author's journey of overcoming fear when approaching influential individuals, particularly in a professional context like life insurance sales. It highlights the importance of admitting fear rather than concealing it, as well as insights from other notable figures. Discover how vulnerability can foster connection and lead to success.