I ran across this in some old Sandler “No Guts, No Gain” material and thought I’d share it with you. Please read through and enjoy! Feel free to add your own.
Thank You, Dear Prospect
…for every turndown which made me stronger, even though at the time I thought it was the end of my career.
…for every backout which left me disappointed and discouraged – and a special apology for all the wicked thoughts that went through my mind at the time.
…for not showing up for a Monday morning appointment that had been confirmed, and one which I was worried about all weekend. You taught me how to relax and enjoy my family – seven days a week.
…for every “I want to think it over” I took – until I became angry enough to learn how to deal with a stall which had no substance except in my own mind.
…for every other stall and objection I have never been able to find in any sales training manual – which made me a better salesperson by forcing me to use my creativity in order to find a response.
…for teaching me that money is a conceptual and not a technical thing, and that you only had as much money as I was strong enough to ask you for – even though it had no relationship to what you really would have spent for what I was selling.
…for every secretary you trained to fend me off in the reception room – which only hardened me for battle once I learned how to fight my way into your office.
…for every “lie” you told me – while at the same time you insisted salespeople were prevaricators, embellishers, and downright untrustworthy.
…for every dinner table fight I had with my family where I had to defend the business of selling, which eventually even convinced me that selling was a worthwhile, legitimate profession – in spite of what you were telling me.
…and, a final thank you for putting up with my ineptness, my not-OKness, my fears, my worries, my self-doubt, my introversion, and all the other self-limitations I placed on myself – which only someone as hard-nosed, difficult, narrow-minded, and intimidating as you could have helped me overcome and become the professional I am today.
SALUD!
©2002 Sandler Systems, Inc. All Rights Reserved.
Tags: Business, courage, Sales, salespersonCategories: Business, Business Development, Marketing, New Business, Sales.
