Mental Fitness

Your level of mental fitness in selling is really the key determinant of your success. By mental fitness, we mean a positive mental attitude. And a positive mental attitude has been defined as a constructive response to stress. In sales. Every single day, you face rejection and disappointment. In fact, if you are selling in a normal market, you will be rejected and told no 4 out of 5, 9 out of 10 times. In tough markets, it can be 19 out of 20 times. So you have to develop what psychologists call the hardy personality, the strong personality. And just as you become physically fit by exercising your body, you become mentally fit by exercising your mind. And the most powerful way you can exercise your mind and develop a positive mental attitude is by talking to yourself in a positive way. When I started selling, I used to repeat to myself every day, I like myself and I love my work. And between each call, I would say this over and over again, I like myself. I love my work. I like myself, I love my work. And if you repeat this enthusiastically with emotion, you start to believe it and it starts to affect your personality. You even start to smile. And then you start to laugh. And then when you get resistance and difficulties and rejection, you just laugh because you like yourself and you love your work. Another thing that you can say is, I can do it, I can do it, I can do it. Whenever you're reluctant to pick up the phone or knock on the door or make the call, you just say to yourself over and over again, I can do it, I can do it, I can do it. And it will give you the hearty personality, it will make you mentally fit. It will make you a positive person that can bounce back from any adversity and go on to make sale after sale.