Michael Luckman - Overpowering Fear: Defeating the #1 Challenge in Sales and Life

Publisher
Pegasus Media World
PO Box 7816
Beverly Hills, CA 90212
www.PegasusMediaWorld.com
www.OverpoweringFear.com

Overpowering Fear: Defeating the #1 Challenge in Sales and Life
2012 Michael Luckman
ISBN, print edition: 978-0-9822554-3-8
ISBN, ebook edition: 978-0-9822554-4-5
Cover and Interior Design: Alice Linesch

First printing: 2012
2012 Michael Luckman. All rights reserved.

No part of this book may be reproduced or transmitted in any form, or by any means, electronic or mechanical, including photocopying, recording or by any information storage and retrieval system, without express consent of the publisher.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of this book and specifically disclaim any implied warranties of fitness for a particular purpose. No warranty may be created by any distributor, merchant or written promotional materials. The advice and strategies contained herein may not be suitable for your situation. The publisher and author are separately nor together engaged in rendering professional, social or therapeutic services, and you should consult a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or other gain, including but not limited to special, incidental, consequential or other damages incurred as a result of using the techniques contained in this book or Web sites it references.

Publishers Cataloging-in-Publication

Luckman, Michael

Overpowering Fear

Defeating the #1 Challenge in Sales and Life

Library of Congress Control Number: 2011945252

ISBN, print edition: 978-0-9822554-3-8

ISBN, ebook edition: 978-0-9822554-4-5

1. Selling. II. Luckman, Michael. III. Title

Michael Luckman is one of those rare individuals who radiate confidence with an iron clad positive outlook on life.

Larry Allen, President Allen Portrait Arts

Michaels helped me realize that my fears from childhood are still holding me back in adulthood, and its time to not only become aware of them, but set SMART goals to remove them from my life.

Josephine Hanan, Career Transition Specialist

Michael touches on the fears in the deeper recesses of the mind that when addressed and overpowered can make a positive difference in your life.

Bill Leonard, CEO Ignite Marketing

Michael is an excellent communicator. He takes his subject, simplifies it, and then creates wonderful stories to help the listener learn to face and overpower their fears.

Steve Peck, President, SJP Commercial Real Estate Services

The exercises that Michael created helped me to better understand my fears and address their long lasting effects. Great stuff!

- Jeff Nott, Action Coach

Since enrolling in your training program our business is running a four-fold increase over what we did previously and still continues to grow as we put more and more of what we learned into action. Thank you.

- Ed Correia, President Sagacent Technologies

The best part of my training is that my trainer is Michael Luckman. Hes both my coach and my mentor, dedicated to my success.

-Carole Rose, Master NLP Practitioner

Michaels topic of Overpowering Fear is one which all people, not just salespeople, should address throughout their professional career.

Erin Benford, Benford & Benford Real Estate

To my beautiful daughters Melissa and Jennifer. When you were growing up I wasnt always there for you. And nothing I could say or do can change that. But today I stand in awe of the incredible wives, mothers and good citizens you have become. And what I want you to know is that I am so very proud to be your Dad. To both of you I dedicate this book.

Many years ago, when I was going through a very difficult time in my life, I met a gentleman who gave me an incredible book that has literally changed my life. On the first blank page he had written this quote by Charlie Jones, You will be the same person in five years except for the people you meet and the books you read. He went on to say, My life has been enriched by meeting you. The book was The Greatest Miracle in the World by Og Mandino. Through multiple moves I have lost the book, but I am forever grateful to this man.

This was my introduction to Og Mandino whose writings had a tremendous impact on me. The Greatest Miracle in the World, especially the chapter entitled The God Memorandum, moved me to tears because it brought me such great comfort. Another Mandino book, The Greatest Salesman in the World, among the worlds greatest sales books, is a must read for anyone who sells for a living.

Another author whose writings introduced me to the vast power of the universe is U.S. Andersen, a former Stanford University football player and World War II Naval officer whose 1954 book is Three Magic Words. The secret of those three magic words? You are God.

My greatest regret in life was that I never had a mentor. Someone who would have taken an interest in me, given me honest feedback and guided me along lifes path of challenges and triumphs. On the other hand, I was very fortunate to work for some very demanding bosses. At the time I reported to each of them, I did not always see the deeper, life changing lessons that were there for me to learn. However, I did learn the value of a job well done, a solid work ethic, and the joy that comes from providing the customer with not only a top quality product, but outstanding customer service. Those high standards shaped my life and will stay with me forever. Gentlemen, thank you for those lessons.

I want to thank my incredible editor and publisher Nance Rosen and her wonderful staff. As a new author, I appreciate how Nance made what could have been a very difficult process into a true labor of love.

I also want to thank all the great people at Sandler Training, both in the home office and in the network, for the past 10 years as a Sandler trainer. David Sandler was a genius in understanding salespeople and for putting together what I know to be the best sales training program mankind has ever developed. My one regret is that I was not introduced to this unique sales methodology many, many years ago; when with sweaty hands I picked up a telephone and made my first cold call.

And finally, I want to thank my wife Arleen. We met while I was going through my darkest hours. She has always been there for me, supported me, and believed in me. Without her love this book would probably never have been written. I love you.

SECTION ONE

Courage is resistance to fear, mastery of fear - not absence of fear.

Mark Twain

I have been thinking about writing this book for at least the past ten years. From the onset, it was going to be a guide for salespeople about the one subject that no sales training course, no college course and no life course that Ive taken or ever heard of has ever been taught: how to face and overpower our fears. We all feel our fears. We all fight them. And we all succumb to them. But why did I start out writing this book just for salespeople? The answer is quite simple. Im a salesman. Ive sold all my life. Even as a small boy you could find me selling stuff to my neighbors. In fact this year marks half a century of selling, if you include my jobs in high school and college.