CHAPTER 18Seven Keys to Influencing Your Brain
YOUR BRAIN IS YOU. In this chapter, we’ll look at what I call the seven keys to influencing your brain. They are:
1. Rejection
2. Resilience
3. Goals
4. Priorities
5. Balance
6. Attitude
7. Self-talk
As you read on, try to think of times in your selling career or your personal life when your brain (that is, you!) was influenced by each of them.
Rejection
Rejection is a very close cousin to resilience. Since easily 90 percent of our selling interactions are negative (we don’t get called back, our e-mails are ignored, tough-as-nails gatekeepers won’t show us the way in, we don’t win the account), it amazes me how individuals in our profession are so influenced by something as normal as rejection.
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