| Shortness of breath, pounding heart, dizziness, | | | | unacknowledged, it can affect future decisions in |
| and perhaps stomach issues are typically | | | | that area. It creates hesitation and procrastination. |
| associated with anxiety. This is not something you | | | | I know, it seems way to heady doesn't it? |
| see in your sales training manual - ever. What an | | | | We expect to see PTSD as an anxiety disorder |
| average spectator does not understand is that | | | | that some people get after seeing or living |
| anxiety is a very private thing - it is kind of | | | | through a dangerous physical event according to |
| embarrassing. The person suffering from anxiety | | | | the National Institute Of Mental Health (NIMH). |
| is generally worried about an irrational fear - of | | | | Fear triggers split-second changes in the mind and |
| what might happen, and they know it. In the | | | | body to prepare to defend itself against a danger |
| depths of their soul, they know it is irrational, but | | | | or to avoid it. "Fight-or-flight" response is the |
| that does not abate the fear. | | | | typical reaction meant to protect a person from |
| Conventional psychology and medical authorities | | | | harm. |
| tell us anxiety attack symptoms appear suddenly | | | | A closer look at Trauma finds it defined as |
| without any real cause (?), and that its symptoms | | | | physical damage, but it is also defined as an |
| can be felt within the body as fear -- like a racing | | | | emotional wound or shock often having |
| heart, difficulty breathing or chills. The symptoms | | | | long-lasting effects. NIMH acknowledges that not |
| are also exhibited in the mind by experiencing | | | | everyone with PTSD has been through a |
| feelings of terror, a need to escape, or the fear | | | | dangerous event, and that hyperarousal |
| of losing control. | | | | symptoms are usually constant, instead of being |
| Stop everything. This is a sales article. Have I just | | | | triggered by things that remind one consciously of |
| totally lost it? Regrettably, the answer is "no". | | | | the traumatic event. In other words, our minds |
| Many prospects have very light anxiety attacks | | | | are on the hunt for anything resembling anxiety, |
| (unconsciously) when we get remotely close to | | | | and then we avoid it. Would bad past decisions in |
| squeezing the trigger. The dreaded "close" can | | | | business be included? |
| really scare them, and you thought it was just | | | | NIMH also asks, "Why do some people get PTSD |
| you. | | | | and other people do not?" They continue to say |
| It should be said that the average prospect is not | | | | that many have what they call "resilience factors" |
| going to recognize what they are experiencing as | | | | which include having coping strategies and seeking |
| an anxiety attack. What they would say if | | | | out support. |
| interviewed (I have done this) is that they had a | | | | Sales consultants who are apprised of this can |
| bad feeling, or decided they felt like they were | | | | take action, as the main cure for this disorder is |
| wasting time, etc. | | | | called talk therapy. This is what we do for a living. |
| Well, it is interesting that when a sales | | | | According to Mayo Clinic, "talk therapy is simply |
| psychological process is done on past issues | | | | talking about what is bothering you. Talk therapy |
| discovered in a Targeted Needs Analysis, where | | | | can be practiced with a friend or loved one, a |
| the prospect picks from a list those things that | | | | family member, or...". We have fine-tuned the |
| might need improvement, they move forward | | | | actual questions to help solve this problem This |
| without this 'bad feeling'. | | | | could be called "Targeted Talk Therapy". Perhaps I |
| What has been discovered over the years is that | | | | should write a book? There is a lot more |
| to a small degree we all suffer from a light sort | | | | information on the what to do and how to do it |
| of Post Traumatic Shock Disorder, and if it is left | | | | on our website. |