O'Reilly logo

The Secret Language of Influence: Master the One Skill Every Sales Pro Needs by Dan Seidman

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

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.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required