In sales we face a lot of ups and downs. Probably more downs than ups. And it's how we deal with those things that really matters, how we process them and how we keep moving forward. And a lot of people talk about

will and will is kind of innate in us and we can develop it and it's usually based off of a lot of downs.

The people who are able to be resilient usually have a lot of experience with the downs, with obstacles, with rejection.

And how we process that becomes in and of itself a skill. What we want is to be able to

manage those emotions, the situation, to think through it logically and to have the motivation, the will to continue

onto either the next one or fix the existing one. It's a lot and how do we keep it going?

You know today people kind of want the world to work their way.

The world works its way.

We can either change ourselves or sit around waiting for the world to work our way. Here's the secret. It never will change. We have to change. And somebody

asked me this week about, you know, what's the working on your business

version for sales? The old saying you either work in your business or on your business. The idea being if you work in

your business instead of on your business you basically have built yourself a job and

not a company. When you work on your business you're working on

building a company. Now we should be doing this in sales too but nobody talks

about it. Everybody thinks it's just

a bunch of motions and plays and you can win today's game with yesterday's home runs. You can't. Customer doesn't care. You may use it to build up

your self-esteem, which is good, as long as it stays in check so that you remember the losses that that can happen and we

need to prevent it, not just make ourselves feel better after it happens.

The working on your business part of sales

is this what you're doing right now.

You're listening to a podcast, you're hearing other reps

and how they have become become successful in tough

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