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Greg Nanigian and Associates, Inc. | Braintree, MA,


Sales is a profession where, on a daily basis, we deal with adversity or it “deals with us”.  A salesperson’s role is always about making changes.  Prospects and Customers, people in general, are creatures of habit.  So, people generally push back on change even when they have some “pain” that needs to be addressed through a purchase.  “Push back” can manifest itself as stalls, objections, put-off, lies, “back-outs (order cancellations)”, “be-backs (in retail those that promise to come back to the showroom)”, games that have the unfair effect of taking away from the salesperson what is rightfully theirs and giving it to someone else, not to mention deception and manipulation.  These things are part of a long list of adversities in sales.  Yet Sales can be extremely rewarding, profitable and gratifying, but that does depend on how well the salesperson deals with the adversities of sales.  So, I’ve listed a few suggestions on how to alleviate, deal with or eliminate the stresses that can be caused by the adversities of sales:

  1. Always do the things you don’t like to do as soon as you get to work!  If it’s a collections call, make it your first task in the morning.  If it’s telephone cold calls, do them as soon as you get settled in at your work station. By getting these things done first you will not worry about them all day and you will feel gratified the rest of the day just because you did them - no matter what the result! 

  2. Learn your stress relievers and plan them into every day or at least several times each week.  Some people relieve stress through physical activity, some through interaction with others, some through time alone and some through rest.  Learn which of these helps you the most and plan specific times to do it frequently. 

  3. Realize that Sales is only a role.  It has nothing to do with your identity.  On a 0 to 10 scale, 10 being the highest, you are a 10 in terms of identity.  Nothing negative that may happen in any of your roles has anything to do with your identity, unless you let it!  If you don’t or still can’t “see yourself” as a 10 in terms of Identity I recommend you read “You Can’t Teach a Kid to Ride a Bicycle at a Seminar” by David Sandler.  It has some material to improve self-esteem and make sales more fun! 

  4. Get spiritually grounded.  Remember what life is all about.  Have a purpose in life that comes before all.  Have a place where you go weekly to support that purpose and fellowship with others that “lift you up” and believe in a similar purpose.

Contact me at 781-848-0993 or if I can help you in any way.

Greg Nanigian is CEO of Greg Nanigian and Associates, affiliate Sandler Training.  Over the past 27 years, we've helped thousands of sales professionals and organizations optimize their selling strategies, increase profits and create lasting relationships with their customers.


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