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Common Negative Behaviors in the Face of Adversity

Avoidance and Disengagement

• Ignoring the situation: This can be a form of denial, where salespeople pretend the problem doesn't exist, hoping it will resolve itself.
• Shutting down: Salespeople may withdraw emotionally and physically, becoming less responsive and engaged in their work.

Counterproductive Coping Mechanisms

• Too outgoing (fake): To mask their internal struggles, salespeople might overcompensate by being overly enthusiastic or friendly, which can come across as inauthentic.
• Negative emotions: These can range from frustration and anger to sadness and despair. When unchecked, they can cloud judgment and hinder problem-solving.

Other Negative Behaviors

• Procrastination: Delaying tasks or decisions due to fear of failure or overwhelm.
• Blaming others: Shifting responsibility for setbacks onto colleagues, managers, or customers.
• Perfectionism: Setting unrealistic expectations and becoming paralyzed by the fear of making mistakes.

These behaviors, often rooted in fear, insecurity, or a lack of resilience, can significantly impact a salesperson's performance and job satisfaction.

Would you like to explore strategies for building resilience and overcoming these negative behaviors?

Scott Schlofman
Mike Williams

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