YOUR BRAIN IS YOU. In this chapter, we’ll look at what I call the seven keys to influencing your brain. They are:
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 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.