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Education
StreetSmarts SM
Letting go of the inevitable no
By Dale S. Laszig Clearent wrote, "I have a personal goal binder. In it there
Castles Technology Co. Ltd. are visual reminders of why I do this. When rejections pile
up, I pull it out to remind me why I keep chasing those
elling merchant services takes stamina. rejections."
Navigating through rejection, pending applica-
tions and insincere merchants (who play us to MBruno set out to earn trust and build long-term
S get better deals) can have a debilitating effect relationships, as opposed to just signing up new accounts.
on our psyches. And, despite our best intentions, this can This perspective has helped him persist through lengthy
negatively affect our sales performance if we don't take sales cycles.
steps to ensure we can continue to actively pursue our
goals. "I've boarded many clients who have said no multiple
times," he wrote. "I kept emailing or calling them every
"Sociologists and psychologists have discovered a so often with a friendly hello or industry information I
phenomenon in both humans and other animals that they thought they should know – over time, that effort built
call learned helplessness,"contributor Peiter "Mudge" Zatko enough trust so when they were ready to dump their
wrote in "Psychological Security Traps," the first chapter partner, I was there to swoop in on the rebound."
of Beautiful Security: Leading Security Experts Explain How Count your blessings
They Think by Andy Oram and John Viega.
Studies have shown the health benefits of being happy.
"Learned helplessness springs from repeated frustration Dan Baker, Ph.D., wrote in What Happy People Know: How
when trying to achieve one's goals or rescue oneself the New Science of Happiness Can Change Your Life for the
from a bad situation," Zatko stated. "Ultimately, the Better, "During active appreciation, your brain, heart, and
animal subjected to this extremely destructive treatment endocrine system work in synchrony and heal in harmony.
stops trying. Even when chances to do well or escape It is a fact of neurology that the brain cannot be in a state
come along, the animal remains passive and fails to take of appreciation and a state of fear at the same time. The
advantage of them." two states may alternate, but are mutually exclusive."
So how can we stay buoyant and productive through the Numerous ancient and modern philosophers have extolled
ups and downs of selling merchant services? Following the virtues of gratitude. For example, 14th century German
are highlights from a discussion thread in GS Online's philosopher and mystic Eckhart von Hochheim stated, "If
MLS Forum in which seasoned professionals shared their the only prayer you said in your whole life was, 'thank
thoughts on how they've learned to deal with rejection. you,' that would suffice." Another Eckhart from Germany,
Stay focused on goals Eckhart Tolle, a 21st century educator and philosopher,
said, "Acknowledging the good that you already have in
Many high-performance athletes, celebrities and sales your life is the foundation for all abundance."
professionals share an uncanny ability to block out
negativity, noise and distraction in order to stay focused Maketelinc is in accord with their focus on gratitude. He
on achieving their goals. wrote, "I have learned to feel that as long as my bills are
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StreetSmarts SM
Letting go of the inevitable no
By Dale S. Laszig Clearent wrote, "I have a personal goal binder. In it there
Castles Technology Co. Ltd. are visual reminders of why I do this. When rejections pile
up, I pull it out to remind me why I keep chasing those
elling merchant services takes stamina. rejections."
Navigating through rejection, pending applica-
tions and insincere merchants (who play us to MBruno set out to earn trust and build long-term
S get better deals) can have a debilitating effect relationships, as opposed to just signing up new accounts.
on our psyches. And, despite our best intentions, this can This perspective has helped him persist through lengthy
negatively affect our sales performance if we don't take sales cycles.
steps to ensure we can continue to actively pursue our
goals. "I've boarded many clients who have said no multiple
times," he wrote. "I kept emailing or calling them every
"Sociologists and psychologists have discovered a so often with a friendly hello or industry information I
phenomenon in both humans and other animals that they thought they should know – over time, that effort built
call learned helplessness,"contributor Peiter "Mudge" Zatko enough trust so when they were ready to dump their
wrote in "Psychological Security Traps," the first chapter partner, I was there to swoop in on the rebound."
of Beautiful Security: Leading Security Experts Explain How Count your blessings
They Think by Andy Oram and John Viega.
Studies have shown the health benefits of being happy.
"Learned helplessness springs from repeated frustration Dan Baker, Ph.D., wrote in What Happy People Know: How
when trying to achieve one's goals or rescue oneself the New Science of Happiness Can Change Your Life for the
from a bad situation," Zatko stated. "Ultimately, the Better, "During active appreciation, your brain, heart, and
animal subjected to this extremely destructive treatment endocrine system work in synchrony and heal in harmony.
stops trying. Even when chances to do well or escape It is a fact of neurology that the brain cannot be in a state
come along, the animal remains passive and fails to take of appreciation and a state of fear at the same time. The
advantage of them." two states may alternate, but are mutually exclusive."
So how can we stay buoyant and productive through the Numerous ancient and modern philosophers have extolled
ups and downs of selling merchant services? Following the virtues of gratitude. For example, 14th century German
are highlights from a discussion thread in GS Online's philosopher and mystic Eckhart von Hochheim stated, "If
MLS Forum in which seasoned professionals shared their the only prayer you said in your whole life was, 'thank
thoughts on how they've learned to deal with rejection. you,' that would suffice." Another Eckhart from Germany,
Stay focused on goals Eckhart Tolle, a 21st century educator and philosopher,
said, "Acknowledging the good that you already have in
Many high-performance athletes, celebrities and sales your life is the foundation for all abundance."
professionals share an uncanny ability to block out
negativity, noise and distraction in order to stay focused Maketelinc is in accord with their focus on gratitude. He
on achieving their goals. wrote, "I have learned to feel that as long as my bills are
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