THAT HURTS… every Salesperson goes through a customer situation where your efforts are not rewarded. I'm not talking about the fact that you didn't get the sale. I'm talking about where you worked extra hard, went out of your way, above and beyond… and out of the blue they "bought from somebody else!". We got fired!… And we don't even know why. We don't know whether to: a) laugh, b) cry, or c) Scream out loud. Rejection is a tough enough issue to deal with but it's even tougher when it comes out of nowhere and is totally unjustified (at least in our minds).
Here is your ACTION STEP… this is where your "mental toughness" is so critical. There are two solutions to help you Stay Strong. First of all, remember that:
1. You do not have control over every deal. Most of them, yes… but not all.
2. Sometimes no matter what you do, some deals go sideways. There is always "stuff" going on that we don't know about.
3. If the customer is that unpredictable you are probably better off without them.
Secondly, it is critical that you keep reminding yourself of the Good Times. Those great customers and situations that worked out the way they were supposed to. Let's face it… there are always a lot more good ones than the ones where you got fired unexpectedly. Years ago a friend of mine suggested I create a file called "The Day I Got Fired" File. I took his advice and over time filled it up with lots of "good news" items. It has served me very well. Three years ago I did get fired! That file helped me get over the shock fast. Remember the magic word…NEXT! Start your file today. NO Excuses.