ABSTRACT
The main reason people get stuck at a particular level of development is a lack of faith in themselves. They refuse to let go of the familiar in order to reach for the unknown. They clutch familiar assurances to their chest, focusing on past achievements, hoping that somehow previous risk-taking adventures will carry them through the remainder of their lives. For a radio salesperson, one of the most difficult aspects of the job may be cold calling. Many clients are grateful for the help a person can give them and their businesses. When the person approaches people while carrying such positive thoughts, they will pick up on them—intuitively. Sales managers and trainers once thought it was sufficient to help salespeople recognize their fears in order to deal with them. Today, however, a person needs to go further and examine their advertisers' fears also.
