At certain times, salespeople are selling (performing) and during others, they are either preparing to sell or following up on a call. Like performers in other arenas, salespeople can get frustrated with a poor performance or lose confidence as a result of a rejection. Those feelings can get carried into the next meeting. The result, he/she will not be focused on the client's responses and thus subpar execution.
The key to high performance is being able to narrow our focus by segmenting specific tasks to get ourselves thinking "in the present".
left: Paulyn
right: Jessica
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