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How To Avoid Discouragement in Sales

Written by: Tom Reilly

Article Overview: This simple psychology will help you get through the disappointments and frustrations of sales: You cannot control the outcome of events, only your input.

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How To Avoid Discouragement in Sales

If you think you have total control over the outcome of the events in which you are engaged, you’re kidding yourself. The most frustrated people in this world are control freaks that feel they have total control over their environments. This simple psychology will help you get through the disappointments and frustrations of sales: You cannot control the outcome of events, only your input. There are other variables beyond your control that influence the outcomes.

For example, you cannot control the outcome of your negotiations, only what you put into these negotiations—your preparation, the delivery of your message, and your follow-up.

You cannot make a customer buy, but you can influence their decision process. Other factors beyond your control will shape their decision.

If your customer has a company policy that demands they put out a bid for their business, you probably are not going to change their buying policies, but you can control how you approach their bid.

This simple psychological reality is not an excuse for a laissez faire attitude toward sales. In fact, it’s the opposite attitude: I must work hard to control what I can control and learn to flow with the rest. Before relenting to inevitable events, challenge yourself with this question, “Did
I exert maximum control over the things I can control?” If the answer is “yes” congratulations. If the answer is “no” get busy.

Remember, you cannot control the outcome of your efforts, only your input.

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About the Author: Tom Reilly
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Tom Reilly is celebrating twenty-five years as a professional speaker and author. He is the president of Tom Reilly Training—a company that specializes in training salespeople and their managers. His client list includes Fortune 500 companies as well as small companies in all major industries. In addition to television and radio appearances, Tom makes live audience presentations more than one hundred days per year. He has written twelve business and self-help books and over three hundred articles that have appeared in business publications, trade journals, and newspapers throughout the United States and Canada. In addition to his books and articles, Tom has written and produced forty audio cassette programs, a Value-Added Selling compact disc set and produced a video learning series at the PBS affiliate in St. Louis. He has started two successful businesses.  Tom has a B.A. and M.A. in Psychology but quickly adds he is a salesman first and foremost. Tom has a several websites, writes for many trade publications, and publishes a monthly e-zine.

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More from Tom Reilly
What Is ValueAdded Selling
Selling As Art Not Science
What is a fair price Dont let guilt get in the way
How To Avoid Discouragement in Sales
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