CHAPTER 4
Mental Mistakes in Tough Times
The biggest mistake in tough times is not losing a sale—it’s losing hope. Hope is the fuel that propels you through tough times. The moments our hope is challenged are defining moments in our life and career. Tough times force you to question your hope. If you haven’t experienced hopeless moments, then you haven’t experienced tough times. Almost everyone experiences hopeless moments in tough times—it’s how you manage them that matters. Your response at these moments determines the depth and degree of hopelessness. A strong foundation of hope keeps sellers on the right path as they navigate tough times. Protect your hope at all costs.
In tough times, sellers experience a cycle of failure and frustration. ...
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