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Salespeople: You think selling's tough?

I recently saw 42, the Jackie Robinson story. Wonderful movie! When I see all the obstacles and emotional turmoil he went through as the first black man in major league baseball, I said to myself, “And there are salespeople out there that think selling is tough? They think cold-calling is tough? Are you kidding?”

It might be challenging, but when you put it in perspective, selling is a piece of cake.

Note I said that sales can be challenging, yes; but difficult? No. Say the word difficult to yourself and notice the feeling you get in your body: Odds are, you feel weighed down, almost depressed. Now, say the word “challenging." Notice any difference in how your body feels? Does it have a feeling of “Bring it on?”

As a professional sales coach, I empathize with the obstacles all salespeople face. But I don’t sympathize. Why? I always ask my clients when they voice their frustration over obstacles, what’s the worst thing that can happen to you on a sales call or when prospecting?

Odds are, they say rejection or getting a no. My reply is, there are people in the world dealing with far more devastating circumstances in their life than getting rejected or getting a no. Jackie Robinson is a pure example.

This man dealt with severe and frankly disgusting racism that pained me greatly to watch. However, he dealt with it in an honorable and admirable fashion. He persevered and went out and performed wonderfully on the field. He felt daily that “rejection” from fellow baseball players and the public, but he never let it stop his mission. He never gave up.

So you think being in sales is tough? You think cold-calling is tough? You think getting rejected and hearing no is tough? Go see the movie 42 and then try your best to put those no’s and rejection in perspective as to what is really tough out there. Hopefully, that will help you realize sales is not tough – just challenging. Go out there and move forward.

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Gary Harvey

Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or gary.harvey@sandler.com.


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