I recently underwent two medical procedures or tests that required preparation on my part and then waiting for the test day to arrive. I realized after the last one that the anticipation is the worst part of the whole process. It is much like a sales process: prepare and then worry about the process and results.
The period of waiting to talk to a prospect, waiting to try and get an appointment, worrying about what to say and how to say it, is much worse than the event itself. The actual sales call or presentation is almost always easier than all the negative possibilities we imagine beforehand. What would happen if we imagined a positive response and outcome instead of worrying about the opposite? Probably more sales...right?
The actual event is always easier than the anticipation. Pick up the phone now!