Moving the fear of falling into the past reduces its immediacy. It also sets the stage for that success to take place. Use some motivating factors and some objections. Formulate responses to each that are phrased in the proper channel and verb tense to help keep motivators fresh and to push fears or objections into the prospect's past. As you think of when they would be useful, rehearse the phrases aloud so that the patterns become familiar and comfortable.
Students sometimes experience frustration or even anger while training.
The physical tension and mental immobility that accompany these states impede learning, frustration begetting more frustration. An instructor can help a frustrated student by changing the time reference to the event. Put the frustration in the student's past and convert it to a noun. The only way for the student to answer the question is to examine his state from outside. Sometimes, a pattern of botched techniques can build on itself, locking the student out of a successful session.