--- title: You Have Nothing to Fear But | The Sales Blog description: My life has been filled with terrible misfortunes–most of which never happened. –Mark Twain Your mind has an amazing ability to conjure up “terrible misfortunes.” You had an excellent first sales call with your dream client. You agreed on the next steps that would advance the opportunity for you and move your dream client closer […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_131290649.jpg --- ### [Now booking SKO meetings for 2026/27! 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You agreed on the next steps that would [advance](http://thesalesblog.com/blog/2010/04/20/always-be-advancing/) the opportunity for you and move your dream client closer to their goal. But you received an email canceling the meeting, asking you if you could reschedule in a few weeks. The first thing your mind conjures up is that your dream client is no longer interested. You’ve lost the opportunity. Someone persuaded her not to move forward. It’s over. It’s just as likely that your dream client got busy. It’s likely that some urgency in her world needs her attention, and as much as she’d like to move forward, something else is commanding her attention right now. Try this one. Have you ever had a client that took days to reply to your [email](http://thesalesblog.com/blog/2012/08/12/stop-prioritizing-other-peoples-problems/)? How about a client that didn’t reply to a text message … at all? Doesn’t your mind automatically conjure up the worst possible explanation as to why your dream client has responded? #### How You Respond to the Fear You Made Up How you respond to events like these can be very different based on what you believe. If you [believe the worse](http://thesalesblog.com/blog/2011/09/04/dont-assume-others-intentions-are-evil/), you may overreact. I’ve had salespeople leave me the worst messages when I’ve struggled to return their calls during the process. The worst response ever sounded like this, “You haven’t returned my calls or emails, so I am going to assume you aren’t interested. I won’t call or email anymore.” (see [the problem with ultimatums](https://www.thesalesblog.com/blog/the-problem-with-ultimatums)) In this salesperson’s mind, my inability to return their call and emails meant I was avoiding them, that I wasn’t interested, and that there was no opportunity. The reality was something different. I have a client with a complicated life. When he doesn’t reply to a call, a message, or a text, it simply means he is busy with his complicated life. It doesn’t mean he doesn’t really want to take your call, respond to your email, or reply to your text. But it’s disconcerting to everyone, until they learn it means nothing. #### It’s All You There is a certain arrogance to believe your dream client is thinking about you at all. Most of the time, you don’t even cross their mind. Instead of assuming the worst, assume that that your dream client’s best intentions were derailed by some urgency and act accordingly. #### Questions What kind of stories do you tell yourself that have no real basis in fact? What do assume the worst outcome? Why don’t we assume things are going to go our way? Most of the time, is your fear proven wrong?   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on July 6, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-08-28T4:28:11 AM", "datePublished" : "2013-07-06 20:46:20", "description" : "My life has been filled with terrible misfortunes–most of which never happened. –Mark Twain Your mind has an amazing ability to conjure up “terrible misfortunes.” You had an excellent first sales call with your dream client. 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