How to Turn Discouragement into an Opportunity

by David Lee

Discouragement and the common cold have at least three points in common. They’re both real, they make one feel miserable, and without treatment, can lead to serious trouble!

As a rule, discouragement is the sum total of a series of disappointments. Small in themselves, they build up to a degree where one additional frustration seems more than we can stand. Discouragement and its fellow traveler, desperation, confront us in all their stark realty. Now we need to make our greatest sale, re-selling ourselves on our profession, our product, and most important of all, our ability!

Slumps and dry spells are a normal part of selling, and should be acknowledged as such. The major difference among salespeople themselves is the recognition of symptoms and the remedy applied. Some adopt a “what’s the use” attitude, and when they can least afford to let up, even temporarily, take the poorest and most expensive prescription to cure a slump. They make even fewer attempts to sell.

The real professional, however, accepts discouragement as a warning signal for self evaluation, and applies logic rather than emotion as a cure. First, examine your assets! Have they been affected? On the best day you ever had, you may have failed to close a few of them. The quality of your product hasn’t diminished, nor has your ability been destroyed. Actually, the turndowns haven’t altered your stature as a salesperson one bit! In fact, every demonstration has added to your experience! After a bad day, you’ve gained in knowledge and thereby increased your assets! Have you taken on any new liabilities? When you face a customer, you are not spending time, you are investing it!

Perhaps, your turndowns were for logical reasons, and if so accept the fact; don’t fret about conditions beyond your control. Concern yourself with things you can influence. Obviously you can’t sell everyone. You can only sell a certain percentage. So concentrate on making the law of averages work in your favor! Sometimes your sales and turndowns are spread out evenly, but more likely they’ll come in bunches. Give yourself the chance to even out by continuing the same selling effort that has worked for you before. You’ll still get your share of turndowns, but you’ll be getting your share of orders.

When you have confidence, a slump can’t hurt you! You can face discouragement and take it in stride. Why? Because you still represent a fine product, but have discovered logical reasons why you aren’t selling as you should. When you know and apply the right prescription, discouragement can be an opportunity for self evaluation and personal advancement!

Remember that "Success is not a destination, it's a journey." Zig Enjoy your journey, this week. David