Vision - September/October 2007 - (Page 38) $ $ eye On buSineSS Motivational ideas for the Ce industry ] • [ by dan Cole “Salespeople work in what can be likened to a laboratory.” Stand Up to the Nay-Sayers I “If at first you don’t succeed, think how many people you’ve made happy.” —H. Duane Black found this quote recently and was struck by its simplistic yet wonderful truth. It begs the question: To whom does your success, or failure, matter to the most? Does it really matter how others perceive your victories or losses? It sure does to your boss; it can make the difference between you being gainfully employed or the Dan Cole opposite. It’s also important to your reputation, relative to your colleagues and customers. Many live to make their family proud as well and there is nothing wrong with that either. But, I’ve seen a good number of people who get hung up on what Duane Black refers to above. Let’s face it, for whatever reason, ignorance, jealousy, competitive posture or just plain insecurity, there are those who just don’t want to see salespeople succeed. And when you fail, you certainly make them happy. They secretly resent September/October 2007 your success and they privately relish your setbacks. I have good news for you, WHO CARES? I can’t tell you how many salespeople that I have counseled during my 20 years of management who have been unsettled by those who root against them. Here’s what I tell them: picture them holding up a mirror facing you. That mirror is reflecting your image. All you are doing is letting your anger, your bewilderment and your hurt do all the damage to you, not them. In fact you are enabling their behavior. In my judgment, the sales profession provides the ultimate opportunity to take on and exceed objectives introspectively, challenge and test our limits, and continuously improve upon our self image. And what a thrill it is to do so! Salespeople work in what can be likened to a laboratory. They get to test new techniques, interact with lots of people and constantly make the changes necessary to be successful. As long as they are willing to make an honest assessment of themselves, they get the opportunity to enjoy self-satisfaction regularly. It does not matter what the nay-sayers do or say to counter our efforts. In doing all the above, true winners dispense with the negativity and duplicity that might be showered upon them from others. In fact, they really could care less. Their emotional well-being and self-confidence is much more important. Their customers, colleagues and organization benefit from their focus and sense of priority. So here’s my advice: Get it right with your management, your colleagues, your customers and your family. Their support is important, and their confidence in you paramount. But for those that would relish your challenges, hardships, or even your failings, forget about them. In doing so, you might make them turn that mirror on themselves. And if you do that, you’ve not failed at all. • Lucas Racasse/Getty Images Stay Close To Positive People Often we find ourselves surrounded by negative people. They want you to join them to justify their depressing view of a situation. But fight back. 1 2 3 Let negative comments bounce off you. Assert yourself and politely ask them to not rain on your parade. Surround yourself with optimistic people who encourage you. 38 www.ce.org http://www.ce.org
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