high enough so that if hail did come, I would still meet the goals the com-
pany had for me.”
This is a good example of the resilient response. Mark could have fo-
cused on the injustice of the compensation structure, he could have carried
a hail-chip on his shoulder and let it poison his attitude, or he could have just
given up. Many of his peers, facing the same challenge, chose those mental
detours, and their productivity followed the negative emotional lead. Mark
continues to produce at a high level for one basic reason—resilience.
Failure is a part of the game if you take any risks and try to stretch your
capabilities. Deal with it. Bounce back.
Disappointment will be a part of the game, unless you can find a way
to sell without working with others. Expect it, but be ready to bounce back.
Adversity comes in many forms. You cannot control when it will come,
when it will leave, and what form it will take. Remember that others are
being tested as you are. Some are passing the test, and others will need to
repeat the exam. It is best to learn as much as you can this time around.
SELLING WITH EQ
- Identify the source of your discouragement—you, others, or circum-
stances. Don’t blame yourself for factors beyond your control. - Adopt the learning response to every setback. Find the takeaway that
will benefit you later.
Sources of Discouragement 115