Rejection isn't just a feeling; it's a neurophysical 'fight or flight' response where your body perceives a threat. Understanding this science helps salespeople detach from the emotional pain and manage it as a biological process, not a personal failing.
This metaphor reframes the cost of inaction due to rejection. By allowing a prospect to stop you, you are willingly giving them power over your income, which is as illogical as letting a stranger take the money meant for your family.
Top salespeople aren't just skilled; they've mastered their internal psychology. Most performance issues stem from fear, lack of information, and self-limiting beliefs, which prevent them from taking necessary actions like making calls.
Top performers don't eliminate the fear of rejection; they diminish its power through repeated exposure. This 'obstacle immunity' conditions them to act despite their brain's natural fear response, just as an expert skydiver still feels fear but jumps anyway.