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PSYCHOLOGY


How to Manage Feelings of Helplessness GERHARD GSCHWANDTNER, AN INTERVIEW WITH DR. MARTIN SELIGMAN


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 unresolved 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 salesperson’s feelings of helplessness.


10 | DECEMBER 2018 SELLING POWER © 2018 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


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