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Topics Covered: <a href='/resources/search/?query=sales success'>sales success</a> | <a href='/resources/search/?query=Sales Strategy'>Sales Strategy</a> | <a href='/resources/search/?query=sales advice'>sales advice</a>
Sales Strategy
Jun 27, 2016 | John Hirth lock

The psychological locker that is. Remember in high school when you used to leave your gym uniform in your locker for a few of weeks without washing it and how things started to smell? Well, just like dirty laundry in your gym locker we collect dirty laundry in our "psychological locker" too. However, instead of a dirty gym uniform our "psychological locker" gets cluttered with negative thoughts that tend to weigh us down and influence our outlook.

A salesperson’s outlook, or self-esteem, is their own general sense of how things are going in their career and life. Negative events in our lives have a tendency to negatively impact our self-esteem, which restricts our ability to do the tough things we need to do in sales. It impacts bravery, a critical strength in determining sales performance. Until problems or negative events in our lives are resolved they will continue to have a negative effect on our self-esteem and performance.

Sorry, but the problems in your personal life you'll need to deal with by yourself, but there are a lot of problems in our day to day selling activities that can also end up filling the locker. An example: as you sit and read this post there is probably a call you need to make that you have been putting off. You know, a customer who is upset about something that happened, or you need to make a call to a customer about something you know they are going to be unhappy about. As long as you delay the call, it stays in your locker and will negatively influence your outlook and bravery. Not doing what is tough is a condition commonly called procrastination, and is driven by fear of failure. Ironically, putting off what we need to do increases the likelihood of failure!

So, make a habit of making the tough calls you need to make at the beginning of the day. That's what "clear out your locker" means. If you do the tough things first, the rest of the day will be a lot easier and with the locker cleared of those negative issues they will not affect you. You'll also find that tackling the tough issues up front will give you a great sense of accomplishment and enhance your personal sense of self-value and improve your outlook. Implement this strategy daily, clear out your locker and you'll have more productive days!

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About the Author:
John Hirth is President of Selling Dynamics, a professional Sales Force Development firm with both national and international experience. They work with companies and provide strategies and tactics to increase revenue, improve profits and lower cost of sales. John is also a well known thought leader and writer.­hirth­71952b

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

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