How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 385

You can combat worry in your prospects by modifying their anxiety into
thoughts of reality. Bring them back to reality by having them realize we
can't change many things in life. Stress that most of the things we worry
about are those very things we can't change and which won't likely ever
happen in the first place. Help your prospects replace their negative
mental images with positive ones.
Fear
Fear is anxiety or tension caused by danger, apprehension, harm, pain, or
destruction. The possibility of harm can be real or imagined. Fear
motivates and moves us away from unpleasant circumstances or potential
destruction. Fear persuades us to do many things we might not otherwise
do. Out of fear we buy life insurance, air bags, home alarms, and guns.
Fear does not work in every circumstance, however; if we were solely
motivated by fear, we would never speed or start smoking. The proper
dose of fear is essential in persuasion. If the dose is too small, it will not
stimulate action. If the fear is too large, it will trigger resistance and
acceptance will decrease.[9] For fear to stick and create action and
persuasion, it must include the following steps:
1. The image of fear must be unpleasant, such as threat of pain,
destruction, or grief.
2. It must be imminent. Your prospects must feel not only that the
fearful event is likely to happen, but also that they could be
victimized by its occurrence. They must feel vulnerable.
3. You must provide a solution to the fear. Give your prospects a
recommended action to suspend or eliminate the fear.
4. Your prospects must believe they are capable of doing what is
asked of them and that doing so will work for them.
Anger
Anger is a secondary emotion. A prospect's anger is usually an indicator
that something else is askew and/or that he needs and wants attention.
You can assist in diminishing his ang W"'