SELLING WISDOM: What to Do — How to Do It — When to Do It

March 11, 2013

Selling Resilience

By Garry Duncan

Because our culture places an immense amount of importance on winning and success, especially in professional selling, it is easy to confuse your value as a person with your value as a sales representative, owner, employee, or seller. Being effective in professional sales requires resilience and the ability to reject rejection. Taking things personally means blaming yourself when expecting to be blamed by others. Salespeople need a healthy support system. If your personal relationships are not working, it is difficult to feel good about yourself so stay away from toxic people. Be positive about yourself. Dr Martin Seligman’s work at the University of Pennsylvania gave high value to the effectiveness of positive self-talk. Remember, you are not just making a sale, but also providing a solution to improve the client’s condition. Language is an important skill in selling and in life, so build your vocabulary so you can use metaphors and analogies to create rapport, reduce rejection, and become more resilient. Do not allow the success or failure of the many roles you take on during the course of a day, week, or lifetime, determine how you place value on yourself as a person.

“Outstanding leaders go out of their way to boost the self-esteem of their personnel. If people believe in themselves, it’s amazing what they can accomplish” – Sam Walton

Read more at Leadership Connections


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