You attach YOUR EGO to SHORT TERM RESULTS. I was attaching my ego to something I couldn’t control!
OH and to re-iterate the big lesson : DON’T ATTACH YOUR EGO TO SHORT TERM, UNCONTROLLABLE RESULTS. So you made a few extra sales? DONT GET COMPLACENT! So your sales fell through? DON’T WHINE, OR CRY ABOUT IT, GET BACK ON THE PHONE!
Hope this helped someone out there. I wish I had taken my own advice back then, would have avoided wasting alot of time!
Yes. You make a sale? Don’t get excited. You don’t make a sale? Don’t get excited. Keep putting prospects into your sales funnel, so that if you do lose 3 prospects in a week, who cares? You have 17 others.
You can’t control very much at all in selling.
You can’t control what happened at your prospect’s place of business just before you called (argument, fire, flood, whatever).
You can’t control whether they pick up the phone or not.
You can’t control whether they can talk to you or not.
You can’t control whether they’re interested in what you have to offer or not. (Yes, you can run a consistent sales process and see what comes out the other side, but you cannot control their interest level.)
You can’t control whether they buy or not. (Same as above: you can run a consistent sales process, but you can’t force them to buy.)
So take all that incorrect need to control, and throw it aside. Concentrate on the two things you CAN control:
Do I make the calls?
How do I make them (do I follow a consistent sales process, or wing it?).