The Resilience Factor by Karen Reivich & Andrew Shatté Ph.D

Author:Karen Reivich & Andrew Shatté, Ph.D.
Language: eng
Format: epub
ISBN: 9780767911924
Publisher: Potter/TenSpeed/Harmony
Published: 2003-09-04T04:00:00+00:00

ADVERSITY: Forgot to send sales brochures advertising a key product to a very important prospective new client.

What follows are the ticker-tape beliefs that Larry reported to us. Notice how focused he is on what could go wrong in his future.

BELIEFS: Man, I cannot get to sleep and I’ve got to be up in three hours. Like I haven’t got enough to do today without feeling lousy all day. Oh, crap—I forgot about those sales brochures! If I don’t get that stuff out by five today, I’ll lose the client. But if I work on putting those materials together, I’m gonna miss out on a good hour of sales calls. Once you start losing that time, it’s over. Gotta get those calls in. No sales calls, no leads. No leads, no sales. No sales, no commission. It’s the cardinal rule in selling. I’m going to end up getting squeezed out of this company. What’ll I do then? Sales is all I know. I’ll end up just squeaking by in a few other jobs—but the pay won’t be the same and I’ll be constantly looking for work on the side, just to cover the mortgage payments. And I could get fired again. What if we lose the house? Yeah, that’ll help the marriage. Would she leave me? How can she sleep while our lives are falling apart?

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