| You deal with rejections, frustrations, | | | | non-qualified prospect. You get angry with |
| disappointment, and possibly disrespect on a daily | | | | yourself and/or the prospect for wasting time. All |
| basis. You probably experience more emotional | | | | these negative feelings and actions only serve to |
| ups and downs than most other professionals. | | | | tear down your emotional and mental |
| And, no matter how successful you are, your | | | | well-being.Here's a Sandler rule: "Never become |
| income is less predictable than that of salaried | | | | emotionally involved in a sales call, especially a cold |
| employees. As a salesperson, your level of mental | | | | call." Being emotionally tough doesn't mean that |
| and emotional toughness affects you everyday, | | | | you have no emotions or that you are a cold |
| both on and off the job.Being mentally and | | | | person. It means that you have learned how to |
| emotionally tough is less about what you say and | | | | control your emotions so they don't keep you |
| do than it is about how you feel about what you | | | | from doing what you have to do.Excerpted from |
| say and do. For example, if your feelings about | | | | the President's Club Professional Development |
| asking a prospect to make a decision keep you | | | | Program (trainer edition) © 2000 Sandler |
| from asking, then you start a downward spiral to | | | | Systems, Inc. All rights reservedDan Hudock is an |
| nowhere. First, you're uncomfortable asking, so | | | | owner of the Sandler Sales Institute in Pittsburgh, |
| you don't ask and end up wasting time with a | | | | PA. |