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Inspiration

Apathy,

be gone!

nsidious. Debilitating. Profit stunting. That's apa- in which you share happy memories and victories; hold
thy. It can arise from within and without. What do brainstorming sessions about how to meet work challenges
you do if apathy creeps in and makes it seem like in new ways; share a truly funny joke; invite the colleague
I picking up the phone to call a prospect would take to go for short walks during breaks and, if you belong to
more energy than you can muster, when a co-worker a gym, come along for a workout; if you know the person
spends far too much time sighing and looking out the well enough, ask if something has happened recently
window, or when a prospect you're eager to meet says that is troubling him or her; or suggest speaking with a
in a resigned tone that there's simply no point in getting therapist if the apathy persists.
together.
Shine, shine, shine
In Good Selling! TM: The Basics, Paul H. Green offered this When a merchant expresses apathy, Green recommended
quote about apathy from Horace Greeley: "Apathy is a sort keeping the conversation going so you can find out
of living oblivion." Thinking about it that way, it makes why the person doesn't want to engage with you. If you
sense to do all you can whenever you can to lift yourself, succeed, you might find the merchant isn't apathetic after
your colleagues and your merchants out of apathy when it all. "Does this person actually have an opinion of your
hovers, threatening to engulf someone's dreams. service, negative or positive?" Green wrote. "If the answer
to the question is yes, then apathy is not your problem.
Luckily for you, if you're in sales, apathy is not your usual If the prospect has taken the time to form an opinion, it
emotional state. You have personality traits that typically means there is room for you to prove yourself and change
don't allow it to take hold. If, however, you feel yourself his/her mind."
begin to wallow, there are actions you can take.
Action, action, action And not to worry if the merchant is, indeed, on the
apathetic side. You might be able to snap an individual out
In "10 ways to snap out of apathy," posted on of it by making yourself stand out from the crowd of sales
LiveBoldandBloom.com, Barrie Davenport emphasized professionals vying for attention. "Ask yourself, 'How can
that apathy is not an emotion to disregard and listed I make this merchant's job easier? How can I make daily
signs that signal apathy is taking hold, along with ways to activities more profitable?' Then show the merchant how,"
address it. Among her recommendations are to remember Green said.
that apathy is a temporary state and does not define you;
endeavor to identify the trigger or cause for your apathy; With smarts, sensitivity and persistence, you can drive
change what you can to improve your situation; create apathy away ‒ no matter what its source might be.
small disturbances in your schedule to shake things up;
and spend maximum time with folks who make you feel
energized.

When a usually optimistic colleague exhibits signs of
encroaching apathy, there are several things you could
do. For example, you could initiate a friendly conversation Kate Gillespie, President and CEO

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