Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

purpose of the anchor statement, sometimes called a ledge, is to give yourself an anchor or something to hold on to until your logical brain catches up, takes over, and manages the disruptive emotions generated by rejection.