This time of year the days are cold and the nights are long.  Even the most experienced salespeople can struggle keeping our thoughts positive while remaining focused on the task in front of us.

We need to recognize the winter blues for what they are and deal with them effectively.  Here are some thoughts.

Don’t watch too much television.  Especially avoid the news.  Cable TV with programs like Headline News, MSNBC, etc. can practically inundate your life with sad stories and unfortunate world events over which we have no control.  The news hardly ever reports on something positive and uplifting.  So watch the news once per day and only briefly.

Exercise regularly.  Move your body and your mind will follow.  A Duke University Medical Center research report stated that just 30 minutes of aerobic exercise three times a week can serve as a highly effective antidepressant.

Avoid the “attitude virus.”  All of us have friends that are naturally happy and more positive than others.  Find a way to spend more time with people that enjoy life and like to have fun.  Avoid the rest as much as you can.  Plan activities and outings that include positive people and physical activity

Dealing with Crybaby Customers.   Unfortunately, every sales person has to deal with customers that are chronic whiners or what I like to call “Recreational Complainers.”  These types of customers not only see the glass as half empty they are absolutely certain that some so-and-so has been drinking out of their glass.  They take a lot of energy and they’re not fun to work with.  But if they are worth it in terms of the amount of business you can do with them at a good margin then we need to figure out a way to cope.  Never make the mistake of helping them cry. Avoid starting off the sales call with anything negative.  Bringing up things like the price of gasoline or how tired you are of the campaign ads only gives them the opening they are looking for to hijack the conversation and turn everything negative in a hurry.

Discussion Questions  

How do you maintain your attitude while dealing with negative customers?

What do you do to turn a negative call into a productive one?

Maintaining your own psychological well being during general down turns in the market and similar hard times is a critical skill.  What works best for you?