Nugget #12 - Don’t take it personal.

Sales is a game of disrupting people. When you call them, you’re interrupting what they were doing. When they buy your solution they are interrupting the status quo.

Interruptions can be uncomfortable. It can provoke negative reactions if people are in a negative head space.

Guess what? Other people having negative head space is not your fault. When you’re reaching out cold to people you have minimal control of the state of mind for the other person.

Get cussed out on the phone? Not your fault. Obviously there are stressors for that other person.

Prospect ghosting you? Not your fault. You can’t control if someone being forthright with you.

Can we influence? Yes.

Control? No.

99.99% of time you experience a negative emotion from a client, it’s not your fault. Have empathy for them, but don’t beat yourself up.