Turn Fear & Panic into Power in 5 Easy Steps

Fear of fear cripples many. Survival of the human race is predicated on the presence of fear. it’s a fundamental force that has shaped our evolution, keeping us alert, cautious, and ready to face the challenges of an ever-changing world. I delve into the concept of fear profiles [the manner in which fear manifests in each of us] and a strategy I called SQUAT to manage fear.

Core Idea: Fear, and response to fear is universal. However, our fear profiles are unique to us. We need to learn about our fear profile, and the develop approaches to manage our fear. A one size fits-all-approach does not work. Your fear, your rules.

I will explain this through a personal story.

I’ve been weight training and eyeing the big 100kg squat. It was a leap, a whole 10kgs more than my previous best. On the 4th of Jan 2024, I decided I am going to break my own record. Here’s the play-by-play of what transpired between me wanting to do 100kg and doing the 100kg.

1. Irrational and rational internal voices: Should I add 5kgs, 7.5kgs, or go all out with 10? What if I fail, or worse, hurt myself? What if my legs give out? What if I’m stuck under this weight? How deep can I go? It’s was like a mini-soap opera going on in my head. The weight of doubt was almost as heavy as the weights I was about to lift. I decided 10kg.

2. Physiological changes: The moment I did, my heart raced like a sprinter, and I felt a tad sick.

This is my fear response to lifting weights. However, when I am about to present to a crowd, only the physiological changes manifest. I have friends and colleagues where the order is reversed and may include many variations of voices and physiological responses. Our fear response is a function of our past experiences, both learned and acquired. Our goal is to manage fear in a way that is personal to us, not to eliminate fear.

Back to the weights. Over time I’ve developed a technique that I call SQUAT which helps me deal with fear, irrespective of the situation. This is how it played out on the gym floor.

• Settle: Deep breaths, a little leg shake – I calmed myself down.

• Quietly Prepare: Got under the bar, feet grounded, bar positioned. I was set.

• Understand: Stepped back, focused ahead. The adrenaline was pumping, but I was in control.

• Attack: I squatted, feeling every bit of the strain, silencing the doubts, and pushed up with all my might.

• Triumph: Three reps and I racked the bar, feeling like I’d conquered more than just weights.

Today was 100, but tomorrow it will be 150, and I know I will master it. It was more than a workout; it was a battle against fear. And guess what? We can all do it, in the gym or life’s challenges. The more you SQUAT, the stronger you get.

How can we use the same technique in our jobs. Here are two examples, relevant for salespeople. I am sure there are plenty more.

Using the SQUAT method for a cold call:

1. Settle: Before dialling, the salesperson takes deep breaths, calming any nerves or anxiety about rejection.

2. Quietly Prepare: Review the call script, objection handling, key points about the product and the potential client, getting mentally prepared for the call.

3. Understand: Acknowledge the challenge of cold calls but focus on the opportunity it presents.

4. Attack: With confidence, make the call, sticking to the script but also being adaptable to the conversation. If you get objection, take a moment, resist the temptation to react, respond instead.

5. Triumph: Regardless of the outcome, reflect on what was learned from the call and plan for the next one.

Using the SQUAT method for a proposal defense meeting:

1. Settle: The salesperson arrives early, takes deep breaths, and visualizes a successful meeting.

2. Quietly Prepare: They review the proposal, anticipate possible questions, and prepare answers.

3. Understand: Recognize the importance of the meeting but maintain focus on the present moment.

4. Attack: Present the proposal confidently, engage with the audience, and address questions calmly.

5. Triumph: After the meeting, evaluate the experience, noting areas of strength and improvement for future presentations. Use a technique such as IZOF (Individual Zone of Optimal Function) to build your personalized performance profile.

So, what’s your SQUAT story? Share how you’ve conquered your fears and let’s inspire each other to lift more than just weights!