For many salespeople, the greatest fear is cold-call reluctance. Yet this fear is nothing more than Fantasized Experiences Appearing Real. So what do you do? Face your fears. In reality, getting a “no” is about as bad as it gets. Your response to the possibility of a “no” must be to make the sales calls you’ve planned in a systematic fashion without stopping to think about any paralyzing illusory obstacles. As a wise person once said, “Keep your mind continuously occupied with things to be done and you will have no time to feel a lack of confidence in your ability to do them.”Randy Karschner, Nashville, TN