“There’s nothing to fear but fear itself” is a very true statement. Unfortunately, that may be easy to comprehend but it’s certainly not easy to act upon. Fear in hearing, “no” makes a salesperson drag out the sales process. Heck, “maybe” is better than “no” is actually their justification.
However, the longer the salesperson hangs onto “maybe” the more time is wasted – time that could be used on realizing other opportunities including actually closing other sales. Of course, there are similar situations outside sales.
Doing nothing when a definitive decision is necessary is often due to fear in making the wrong decision. Not asking a question because of fear that the answer is not what you want to hear is just a delay tactic.
Fear causes wrong decisions, procrastination and so many different things that are certainly not progressive or proactive. Typically, it starts a domino effect of reacting, and like dominoes, once they start toppling over it’s difficult to stop the momentum… and quickly, it gets away from you. So, realize your fears, act decisively and move forward but don’t let fear paralyze you.