PSYCHOLOGY


How to Manage Feelings of Helplessness An Interview with Dr. Martin Seligman GERHARD GSCHWANDTNER


When a prospect says no, the salesperson’s response – both immediate and long range – foretells a future either of coping or quitting. If, after the immediate anger and frustration wear off, the salesperson is left with a residue of unre- solved negative feelings about his or her ability to sell, then it’s time to examine coping mechanisms. Perhaps it’s also time to take a look at the sales- person’s feelings of helplessness.


14 | MAY 2017 SELLING POWER © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


In this exclusive Selling Power (SP) interview with Dr. Martin Seligman, Professor of Psychiatry, University of Pennsylvania, you will discover how to get off the mental path that leads to helplessness and get on the road to quick recovery from the inevitable setbacks associated with selling.


SP: What made you decide to study the subject of helplessness? Dr. Seligman: Well, it was fairly early on when I was 13. I had just been sent off to a military school when my father had a series of strokes at age 49. He was entirely helpless for the rest of his life. I think that may have set the


CHAYANTORN TONGMORN / SHUTTERSTOCK.COM


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