Life is all about overcoming your fear, pushing your limits, and giving it all you have. We all have the responsibility to tackle the biggest challenges that come our way.

Unleash your potential with this comprehensive guide designed for MBA Students at SMS Varanasi, providing actionable strategies for overcoming common fears such as sales calls and public speaking. Explore the significance of courage, faith, and risk-taking to thrive in your academic and professional journey.

Going to the Edge: The Habit of Achievers

Legendary actor Hume Cronyn’s conversation with Orson Welles illustrates the value of courage.

Cronyn recounted a meeting with Welles after viewing his production of Julius Caesar, set in a modern context, serving as a bold commentary on fascism. Struck by Welles’ audacious approach, Cronyn praised his courage. Welles, however, responded with a seemingly simple yet profound statement, “Courage? That’s going to the edge – because you have to be good.”

What did Welles mean by “going to the edge”? The “edge” here symbolizes the boundary of comfort, the zone where safety ends, and risk begins. Achievers, like Welles, understand that to make substantial progress or create something truly novel, they must venture beyond these confines, into the unknown or the uncertain. They have to stretch their abilities, challenge their thoughts, and face their fears.

This conversation underscores the idea that high achievers do not merely flirt with the edge—they push themselves to it, consistently. It’s not a place they visit occasionally; it is where they habitually dwell, thus making it their comfort zone. And it is this courage, this willingness to stay at the edge and persist despite the fear or difficulty, that differentiates achievers from others.

Going to the edge might be scary, but it’s a consistent habit of achievers. The next time you feel fear while pursuing a goal, like overcoming fear in sales calls or the fear of public speaking, ask yourself, “Am I listening to my fear or my courage?” Either choice can become a habit.

The Role of Risk and Faith

Every forward movement involves risk and unconditional faith and belief. Compare these life and death risks that you take every day since you were born. When your mind can be trained to take these risks in stride, it can also be trained to embrace other risks vital for your growth.

In the summer of 1990, the world watched in shock as Saddam Hussein’s Iraqi forces invaded Kuwait. The invasion led to a grave humanitarian crisis, and among those most affected were nearly 170,000 Indians residing in Kuwait at that time, living in fear and uncertainty.

Mathunny Mathews, affectionately known as ‘Toyota Sunny,’ was a prominent businessman in Kuwait and among those stranded. Instead of seeking a quick escape, Mathews made the audacious decision to stay behind and help his compatriots. He risked his own life every day, venturing out amidst air raids and gunfire, negotiating with Iraqi and Indian government officials, and orchestrating what would become the largest civilian evacuation in history.

The magnitude of the task was enormous, as was the risk. A single misstep could have led to dire consequences, not just for Mathews, but for thousands of Indians who had pinned their hopes on him. But Mathews was propelled by an unwavering faith in his mission and an undying belief in the fundamental human instinct to help one another. He was prepared to face the risks, however daunting they might be.

Every day, we face risks of varying degrees, some as mundane as crossing a busy street, others as significant as taking a leap of faith in our careers. Mathews’ story serves as a reminder that, just as we navigate daily risks, we can also muster the courage to take on larger challenges that can bring about substantial changes.

Facing risks is an integral part of growth, and as Mathews demonstrated, faith can be a powerful driver in overcoming them. It was his belief in himself and his mission that allowed him to navigate the complexities of the situation. His story serves as an extraordinary example of how risk and faith can come together to achieve remarkable feats.

Overcoming Fear in Sales Calls: A MBA Student’s Guide

When a young MBA student at SMS Varanasi ventures out for his first sales call, fear might loom large. Despite this, he musters courage and continues to hold on to the ringing phone, ready to introduce himself and sell his product or service. This moment encapsulates the very process of overcoming fear in sales calls.

Envision this scenario.

You pick up the phone, dial the number, and then a stranger answers, “Hello?”

Suddenly, panic creeps in.

You’re on the line, nervously fumbling for words, as the chilling dread of cold calling consumes you. Sound familiar? We empathize because every sales development representative (SDR) has had this daunting experience.

Two main causes of this nervousness are fear of engaging in conversation and fear of conversation failure.

But, as aspiring MBA professionals specializing in Sales & Marketing, it’s important to understand this – cold calling is a critical part of your role in sales. Surprisingly, it isn’t as intimidating as it appears.

Just like any business task, success comes from having a well-devised strategy. Four strategies to overcome sales call anxiety are:

1 – Embrace Failure as a Learning Step

It’s crucial to approach cold calling objectively and understand the statistics behind the process. For instance, knowing your average expected outcome can help you anticipate and accept certain outcomes as part of the journey, not failures.

For example, a baseball player who strikes out 7-8 times out of 10 demonstrates that even top performers face setbacks. But that’s okay. Embrace these instances as part of the learning process.

2 – View Calls as Learning Opportunities

Each call is an opportunity to learn and develop as a professional. Once you understand this, you can see each interaction as a chance to grow, regardless of the outcome.

3 – Practice Two-way Conversations

Practice conversation skills in everyday situations. Start dialogues, engage in conversations, and listen actively. Role-playing with colleagues or practising in controlled scenarios can also be beneficial. The more you practice, the less intimidating sales calls become.

4 – Know Your Ideal Customer Profile (ICP)

Understanding who you’re talking to can significantly ease your sales call anxiety. Research your prospects to know their industry, company size, job title, and pain points. This knowledge can be integrated into your sales calling script, making your approach more effective.

5 – Use a Cold Calling Script

Having a script can be your best friend in the world of cold calling. However, be flexible and adapt to your prospect’s pain points. Remember to be an expert in solving their problems – not just an expert in your product.

6 – Learn from Your Colleagues

Use the experience of your team members as a learning resource. Watch them, take notes, and leverage their knowledge to enhance your skills.

Remember, confidence is key. Believe in yourself, and you’ll master the art of sales calling once and for all!

Conquering the Fear of Public Speaking

The fear of public speaking can be palpable. When you first step onto the stage, you might feel your knees shaking, and your hands sweating. But as you muster the courage to speak, you realize that you have delivered a powerful speech that resonates with your audience.

Long before becoming the Prime Minister of India, Narendra Modi was a young activist in the Rashtriya Swayamsevak Sangh (RSS), a right-wing Hindu nationalist organization. He was passionate, driven, and committed to his causes, but he knew he had a significant hurdle to overcome: public speaking.

Even as a youngster, Modi was eager to engage people and express his views, but he often found himself struggling to articulate his thoughts effectively. Not one to back down from challenges, he decided to do something about it.

Modi started by actively participating in debates and discussions organized by the RSS and later the Bharatiya Janata Party (BJP). He would spend hours preparing, and researching his topics thoroughly to ensure he had a deep understanding of the issues at hand. This not only helped him gain confidence but also allowed him to present his arguments convincingly and thoughtfully.

In his early political career, Modi realized the value of connecting with people on a personal level. He made it a point to interact with individuals from diverse backgrounds and understand their perspectives. This exposure to varied viewpoints enhanced his empathy and emotional intelligence, both crucial for effective public speaking.

Modi also recognized the importance of delivering speeches in a manner that resonated with his audience. He diligently worked on his oratory skills, studying the speeches of great leaders, reading widely, and even enrolling in courses to improve his eloquence and command over the language.

Moreover, he understood that the right body language could significantly amplify his words’ impact. He spent hours in front of the mirror, practising his gestures, facial expressions, and voice modulation. Modi knew that to truly connect with his audience, he needed to convey his message not just through his words but also through his actions.

His dedication paid off. Today, Modi is renowned for his powerful speeches, whether it’s addressing the nation on Independence Day at Red Fort or speaking at international forums like the United Nations. His oratory skills have played a pivotal role in his political journey, helping him emerge as a prominent leader not just in India, but on the global stage.

This transformation did not happen overnight. It took years of hard work, relentless practice, and a steadfast resolve to overcome his shortcomings. But Narendra Modi’s journey from a young RSS activist to a compelling public speaker and the Prime Minister of India is a testament to his determination and commitment. It’s a remarkable anecdote about how, with the right efforts, anyone can improve their public speaking skills and leave a lasting impression on their audience.

Taking Calculated Risks

The risk of failure or dent to your “image” or “self-esteem” doesn’t physically impair you or kill you, but there are risks which are fatal. However, summoning the courage necessary to handle such a problem can turn the tide.

Ratan Tata, former chairman of Tata Group, has always been known for his visionary leadership. One of the most prominent examples of this was the decision to launch the Tata Nano, a car that embodied the bold risk-taking associated with Tata’s tenure.

Ratan Tata envisaged the Nano as an affordable, safe, and all-weather means of transportation that would appeal to the vast majority of Indian families. He was inspired by the sight of a family of four on a two-wheeler in the rain, precariously balanced and clearly in danger. He decided then that he would make a car that was affordable for the average Indian family, aiming to retail it for just one lakh rupees (approximately $2000), a feat thought to be impossible by many in the automobile industry.

The Tata Nano was born out of a vision to revolutionize India’s automotive sector and bring the dream of owning a car within the reach of many Indians. Ratan Tata knew that achieving this ambitious goal would involve significant risk.

Designing and manufacturing a car to be sold at such a low price point was an enormous challenge. To make this possible, the Tata team had to re-engineer the manufacturing process and make radical design choices such as a smaller engine, no power steering, and a trunk that could only be accessed from inside the car. They also set up a new production plant in Sanand, Gujarat, after having to move from Singur, West Bengal, due to local protests, adding to the project’s complications and costs.

When the Nano was launched in 2009, it received a great deal of attention, both domestically and internationally, for its audacious goal and innovative design. However, the car faced several problems post-launch, from early reports of some cars catching fire to production delays, and couldn’t live up to the initial hype in terms of sales.

Despite its commercial challenges, the Tata Nano remains an embodiment of Ratan Tata’s visionary leadership and his willingness to take calculated risks. The Nano project may not have achieved the financial success it aimed for, but it showcased Tata’s commitment to innovation and a desire to improve the lives of millions of Indians. The Tata Nano serves as a symbol of daring entrepreneurial risk and the courage to dream big.

Inspiration from Everyday Heroes

In every walk of life, there are enough brave hearts and everyday heroes from whom you can draw inspiration. They demonstrate courage and an attitude of going out to the edge and giving it all they have.

Bachhendri Pal, a daughter of a small farmer from a village in Uttarakhand, India, is a living testament to how courage and determination can turn dreams into reality. Her passion for mountains led her to become the first Indian woman to conquer Mount Everest, the highest peak in the world, on May 23, 1984.

Pal’s journey to the top wasn’t smooth. Born into a modest family, she faced objections from her family and villagers, who believed mountaineering was not a suitable pursuit for women. Nevertheless, Bachhendri remained undeterred, breaking through societal norms and cultural stereotypes.

Her real test, however, came during the Everest expedition itself. The team encountered several challenges, the most frightening of which was an avalanche. It hit their camp at 27,300 feet, throwing her and her team members deep into a crevasse. It was a near-death experience, but Pal’s grit saw her through. She not only survived the incident but also continued the climb.

Finally, after battling harsh weather, deadly terrains, and life-threatening situations, Bachhendri Pal stood atop Mount Everest, creating history.

Her accomplishment sent a message to women in India and around the world: the mountains, and indeed any goal, do not discriminate. They stand as challenges to be conquered by anyone with the courage and the heart to do so.

Pal’s story continues to inspire millions, proving that with passion and perseverance, one can climb the highest of peaks, both literally and metaphorically. Her courage and pioneering spirit have paved the way for many Indian women mountaineers, reaffirming the belief that women can reach any height they set their sights on.

By embedding courage and resilience into your MBA journey at SMS Varanasi, you can overcome fear, excel in tasks like sales calls and public speaking, and pave the path for a successful career.