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Three bad ideas ruin your ability to make cold calls: (1) Knocking on doors is morally wrong. (2) You're bad for doing it. (3) You are in grave danger.
From the introduction:
In 1942, Walter Cannon published an essay called, "Voodoo Death" in which he explained the cause of sudden death in the victims of curses. He researched all of the literature available at the time and came up with stories like these.
A young man in Africa eats a taboo chicken by mistake. When he finds out what he has done he begins to tremble with fear and dies in 24 hours.
A Maori woman eats fruit from a taboo place. When she realizes what she has done she dies the next day.
In Australia, when a witch doctor points a magic bone at a man the victim is immediately overwhelmed with fear. He becomes pale, he can't speak, he trembles and falls to the ground. When he recovers from the initial shock he goes to his hut and frets himself to death.
Cannon did not believe in magic or curses. He believed that these deaths were caused by the physical effects of panic and the panic was caused by "unrestricted imaginations" which told the victims that they were facing disaster when they weren't.
How does this relate to you and me?
Well, if you are afraid of making a cold call, you are like the man who dies from eating taboo chicken. There's nothing wrong with the chicken. There's something wrong with the man. He believes that he's being attacked by evil spirits when he isn't.
If you are afraid of making a cold call, you are like the man who collapses after the witch doctor points a bone at him. He believes the bone is going to kill him when it isn't.
In 1957, Curt Richter wrote a paper about sudden death in which he used his experiments with rats to explain Cannon's stories.
Richter restrained wild rats in order to trim their whiskers. When the rats realized that there was no hope of escape, they gave up fighting and would often simply die from the physical effects of extreme fear.
However, if he held the rats briefly and freed them a number of times, they learned that the situation was not hopeless. They could see that they were not going to be destroyed. Then, rats that would have died in another minute quickly become aggressive again. They were no longer so afraid of being held and showed no signs of giving up.
This resembles a story Cannon told about a man who had been boned by a witch doctor but had been quickly revived when the witch doctor was forced to remove the spell. Richter believed that something very similar was happening here.
And this book wants to do something similar for you. It tries to convince you that the witch doctor can't kill you so you can pick yourself off the floor and become aggressive again.
Here's a warning.
Behaviour change is unlikely so even if everything in this book is true it probably won't do much for you but it might be a fun read.
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URL for this page: FearlessColdCalls.com