training sessions Protect Your Castle
DAVID MATTSON
cannot affect you – you’re safe and secure in your castle.
Each and every day you ven-
ture into the sales arena, you will inevitably set yourself up to experience rejection, frustration and disappointment. How will you prevent this “hostile” environment from having a detrimental impact on your inner core – your psycho- logical well-being? Of course, it is important to take responsibility for your feelings. However, there is more to it than that.
Imagine your inner world – your psy- chological makeup and sense of self – existing within an elaborate castle. A castle with huge, impenetrable doors surrounded by an enormous moat filled with ferocious creatures. In your castle, you are secure. No one can enter your castle without your permission. Only you have the key to your castle. The door securely locked and the drawbridge that crosses the moat lifted high, your self-worth and intrinsic value as a human being are protected from outside influences. What goes on in the outer world can- not affect you because you are safe and secure in your castle. Your inner world, though, is dif-
ferent than your outer world, which, in this case, is the role you play in
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the sales arena. The selling process is filled with opportunities for rejection. If that’s not enough, frustration and dis- appointment are also part of the landscape. It’s inescapable. There will be prospects who definitely need what you have to sell, but who won’t recognize it regardless of what you tell them, show them, or help them experience. There will also be those who recognize the need, but refuse to admit that it applies to them or their company. “Others in our industry, but not us,” they will say. And, finally, there will be those who recognize and acknowledge the need, but will put off taking any action – for reasons no one can explain.
But what goes on in the outer world
No one can enter your castle and harm you or devalue your self-worth. The events of the outer world remain in the outer world. Each day, you don your suit of armor – your confidence, courage and high self-esteem – unlock the castle doors, lower the bridge across the moat, and venture off into the outer world, the sales arena. Some encounters will be nonthreatening and rewarding. There will, however, be times when you experience rejec- tion, frustration, and disappoint- ment. While those experiences may temporarily dent your armor, at any time during the day you can retreat across the drawbridge into your castle, raise the bridge, lock the doors, and once again be safe and secure, with your self-worth intact. “Outer-world experiences cannot
affect my inner world.” What if you ac- tually lived by that credo? Regardless of how many dents and dings your armor endured – stalls, put-offs, ob- jections, gatekeepers, and prospects who turn you away, or prospects who enthusiastically review your presenta- tions and then say “no” – when you return to your castle, your self-worth would still be intact. On any given day, your sales per- formance might have been lacking (in fact, it might have been horrible), and your armor might have been severely dented, but your self-worth – your value as an individual – would not have been diminished one bit,
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