Get Tough

You deal with rejections, frustrations,non-qualified prospect. You get angry with
disappointment, and possibly disrespect on a dailyyourself and/or the prospect for wasting time. All
basis. You probably experience more emotionalthese 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, yourwell-being.Here's a Sandler rule: "Never become
income is less predictable than that of salariedemotionally involved in a sales call, especially a cold
employees. As a salesperson, your level of mentalcall." 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 andperson. It means that you have learned how to
emotionally tough is less about what you say andcontrol your emotions so they don't keep you
do than it is about how you feel about what youfrom doing what you have to do.Excerpted from
say and do. For example, if your feelings aboutthe President's Club Professional Development
asking a prospect to make a decision keep youProgram (trainer edition) © 2000 Sandler
from asking, then you start a downward spiral toSystems, Inc. All rights reservedDan Hudock is an
nowhere. First, you're uncomfortable asking, soowner of the Sandler Sales Institute in Pittsburgh,
you don't ask and end up wasting time with aPA.