Chapter 6Eradicating Neediness

Over the years, I have faced a lot of rejection. And the disturbing thing about rejection is that you never really get used to it. It’s natural and even unavoidable to feel disappointment when you get a “No.” We all do. What’s certain is that none of us like being rejected. We want to avoid it. In high-stakes situations, we’re nearly always anxious about it.

As businesspeople, friends, neighbors and citizens, we believe that when we need something from another person, there is a thin line of empathy that runs through all human hearts. We believe that we’ll be treated well by others just because. But there isn’t, and we won’t. So we nearly always become anxious and needy.

Showing signs of neediness is about the worst ...

Get Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.