Ok, this is a good one. I was on a sales message board doing my usual thing of finding out what's on salespeople's minds lately. A discussion started about rejection, how to handle rejection, how to overcome rejection and still get the sale, etc. A sales trainer who is rather well-known locally chimed in and said rejection doesn't matter. What really matters is that we FEEL good.
Feel good?!? This is sales, not some overly new-age cult about finding our inner child or whatever. This is business. Business is nasty sometimes. Don't get me wrong - I sincerely believe that a positive attitude is necessary for success, and the best way to do well at your job is to make it fun. But there comes a point where one can become overly positive and lose sight of reality. Feeling good is great but it doesn't pay the bills. A positive attitude is only one part of the big picture, and I've seen so many people focus on only one thing and lose sight of the big picture. Don't fall into that trap. It's like my argument against attempting to correct a slump by "increasing your activity" - by increasing your activity, you're throwing more fuel on the fire instead of correcting the core problems, such as an inability to close or to properly qualify prospects at the start. A positive attitude is a must but will only work if it's backed up by intelligent planning and action.