Recognising anxiety when facing stressful situations like objections

Your heart rate increases. Your breathing gets faster. You feel and see your skin flush, as a result of a 300-400% increased blood flow priming the muscles, lungs, and brain to respond to additional demands. You feel dryness in your mouth and experience difficulty talking. Spasms in your throat muscles make it difficult to swallow. Your skin grows cool, clammy, and sweaty. Your scalp tightens, making it feel like your hair is standing up.

These are your body’s natural responses to sensing imminent danger – for example, seeing a bear approaching you in the woods, or sensing you are being followed by a stranger as you walk alone down an unlit street. Interestingly, it is these same sensations that many people experience when confronted with an objection from a customer.

During a stressful episode, your hypothalamic-pituitary-adrenal (HPA) system releases neurotransmitters (chemical messengers) called catecholamines. Catecholamines also suppress activity in areas at the front of your brain concerned with short-term memory, concentration, inhibition, and rational thought.

This sequence of mental events allows a person to react quickly, either to fight the sour