Resilience, Without Which You Cannot Excel in Selling

Over the years, I’ve trained thousands of business development professionals across various sectors. What has consistently stood out in my interactions with these professionals and tracking their results is the critical role of resilience—the willingness and commitment to go the extra mile.


Sales excellence hinges on three essential self-awareness competencies: emotional self-awareness, accurate self-assessment, and self-confidence. As a sales professional, when you face obstacles in sales situations and interactions with various touchpoints, understanding your emotions, why those emotions arise, and their impact on sales success is crucial for determining the right course of action. Salespeople who feel overwhelmed by challenging situations or prospects often lack emotional self-awareness.


Accurate self-assessment is closely linked to resilience in achieving sales excellence. To be resilient, you should continuously evaluate yourself, identifying strengths to reinforce and areas that need improvement. This process requires openness to both negative and positive feedback. The commitment to ongoing improvement is the foundation of going the extra mile. It’s the principle of continuous and never-ending improvement.


The assurance that you are working on self-improvement fosters self-confidence, which should motivate you to persevere through challenges. What I have observed is that, as a result, great salespeople consistently present themselves with self-confidence, knowing that their efforts will ultimately lead to achieving their goals and targets.


In summary, resilience and self-awareness competencies play pivotal roles in sales success. Emotional self-awareness will definitely help you navigate challenges by understanding your emotions, while accurate self-assessment fuels resilience through continuous self-evaluation and improvement. This, in turn, fosters self-confidence, which should drive you to persist in the face of obstacles, ultimately leading to goal attainment.

My friend, give it one more shot!

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