It’s not that the sales superstars have less failure and adversity to deal with (although they may), it is that they recognize they need to manage themselves in light of the inevitable failure with which they must contend. They recognize the
issue, and deal with it head-on.
In his great book, Learned Optimism, Dr. Martin Seligman describes the mechanics at work.
When faced with adversity, some people give up and retreat into an attitude of “helplessness and hopelessness.” Others take control of their minds and choose to think optimistic thoughts. As a result, they create more energy and more motivation. That energy and motivation channel themselves into more positive behavior, and that positive behavior brings better
results.
Notice that this process starts with their thoughts. I have long thought that the ultimate playing field for the professional salesperson (or any person, for that matter) resides within – inside the mind where one’s thoughts, emotions and beliefs are generated. Because it is those things that stimulate and influence behavior, and positive behavior produces positive results.
The best salespeople have an understanding of this, recognize that their primary obstacles are internal, and develop disciplines and practices to overcome negative thoughts that emerge from adversity and replace them with positive thoughts.
Some of the techniques that superstars employ to help them overcome adversity include visualization, the use of positive affirmations, prayer, and learned optimism.
