“When the going gets tough”

When the going gets tough, the tough keep selling. Here’s how to stay in the right frame of mind.

• The most essential quality to sales success — or any success — is your ability to maintain confidence when times get tough. Even when everything around you is falling apart, you still need to remain focused and confident and keep a positive attitude…
•  Many industries face ups and downs, and if your attitude follows the same roller coaster ride as what’s happening around you, you become a victim of your environment. What keeps your confidence intact has a lot to do with resilience. Resilience is the ability to bounce or spring back into shape — to recover strengths, spirits and good humor when confronted with obstacles.
• What you think about and who you surround yourself with determine your attitude and confidence more than any other factor. Do you ever run into people who constantly complain and bring a negative attitude to the table? Guess what? It can start to rub off on you if you’re not careful. I just signed up a client who sold his last company for $1 billion including debt. What amazes me about him is that he has no patience for politics. He just get things done and gets results. When I’m on the phone or face to face with him, he reminds me how powerful confidence in action can be. You don’t just pick up on other people’s knowledge and experience; you pick up on their energy, too.

excerpt from Entrepreneur Magazine, March 2008, by Barry Farber

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~ by charlottesvillemedia on April 19, 2008.