“Jumping to Conclusions – you skip ahead in your mind that your buyer will not move forward – and they don’t. Some people don’t even call when they are supposed to follow up for fear that they’ll get a no. A classic scenario is when we don’t hear back from our buyer when we expected to, so we figure the worst. Instead, they may have been out sick, or their boss was gone or something totally innocent delayed them.”
This is just one example of the mind games you play with yourself, which ultimately result in a self-fulfilling prophecy, defeating sales success. It can be devastating to your sales career, if you let it drag you down the rabbit hole.
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