Get Tough

 


Visitors: 353

You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and emotional toughness affects you everyday, both on and off the job.

Being mentally and emotionally tough is less about what you say and do than it is about how you feel about what you say and do. For example, if your feelings about asking a prospect to make a decision keep you from asking, then you start a downward spiral to nowhere. First, you're uncomfortable asking, so you don't ask and end up wasting time with a non-qualified prospect. You get angry with yourself and/or the prospect for wasting time. All these negative feelings and actions only serve to tear down your emotional and mental well-being.

Here's a Sandler rule: “Never become emotionally involved in a sales call, especially a cold call. " Being emotionally tough doesn't mean that you have no emotions or that you are a cold person. It means that you have learned how to control your emotions so they don't keep you from doing what you have to do.

Excerpted from the President's Club Professional Development Program (trainer edition) © 2000 Sandler Systems, Inc. All rights reserved

Dan Hudock is an owner of the Sandler Sales Institute in Pittsburgh, PA. He can be reached at (724) 940-2388 or dan@sandler.com . His web site is: http://www.dan.sandler.com

(271)

Article Source:


 
Rate this Article: 
 
How Do You Keep Going When Things Get Tough?
Rated 4 / 5
based on 5 votes
ArticleSlash

Related Articles:

Tough Times, For the Tough Entrepreneur

by: Sean Goss (July 11, 2008) 
(Business/Entrepreneurialism)

Tough Times, Tough Tactics

by: Robert A. Kelly (February 27, 2005) 
(Business/Public Relations)

When the Going Gets Tough, the Tough Drive Compact

by: Jovir Amatong (September 19, 2008) 
(Automotive)

Tough Economy Tough Times Or Does it Equal Opportunity? Finding the Upside in ..

by: Michael Leaversuch (July 03, 2008) 
(Home Based Business/Network Marketing)

When The Going Gets Tough

by: Gaurav Bahirvani (October 12, 2005) 
(Business/Branding)

When The Going Gets Tough -- The Tough Keep Going

by: Carole Martin (March 22, 2005) 
(Business/Careers Employment)

When the Going Gets Tough

by: William Offen (July 15, 2008) 
(Business/Top7 or 10 Tips)

It is a tough world

by: Carl Wiley (February 28, 2009) 
(Business/Change Management)

Tough Talking

by: Hilary Jeanes (August 26, 2008) 
(Business/Management)

How Do You Keep Going When Things Get Tough?

by: Carey Kinsolving (September 13, 2006) 
(Home and Family)