You get results by focusing on the things you can do, not on the things you can't do anything about
As mentioned in lesson 1 on understanding the numbers, everyone with whom you start a sales conversation will not buy. It's a matter of putting the right number of conversations into the front end of your pipeline and managing them along the way, to ensure the right number of closed deals come out of the far end. It's not that you never think about your desired results, it's that you don't let them monopolize your focus.

If you did the test in the previous lesson, you should have a pretty good idea of the length of your sales cycle and the numbers that make it work.

So instead of worrying about a specific result, set an activity goal to initiate 10 new conversations and make 4 demos every day, for example. You don't know which of the 50 people in your sales pipeline will end up converting into a sale. The goal is to focus on making a powerful and effective presentation to each one and not on what might happen.

Setting solid activity goals will build your confidence and reduce the sting of rejection. When you take your focus off of what might happen and put it on what you will do, you'll find that you will exceed any expectation of results you could ever hope to achieve.