It's Your Choice

Bad things happen - but it's your choice how you react to them - and therefore, your choice what comes next. Today, sales trainers The Whetstone Group share a story that shows the power of choice.

Problem: This was Phil's one-year anniversary, although it was an anniversary most people would just as soon forget. Phil was a business consultant who was proud of maintaining long-term business relationships with his clients. Exactly one year ago to the day Phil had experienced the culmination of the worst month of his business career. That day Phil had taken a call from a long time client who regretfully informed him that his company's services were no longer needed; the third such call he had received in the past month. He was devastated, and very confused about what was going on. He had worked hard to develop these business relationships and being fired was tough. Then he reacted the way so many in similar circumstances have; he went into a tailspin. He tanked. He started spending his time worrying about his business and commiserating about his bad fortune. For the next several months, things just got worse.

Analysis: Phil let unfortunate circumstances get the best of him. He suffered from a processing failure. He had a choice and picked the wrong one. He saw the loss of three major clients as a failure on his part and made the decision to let it affect him negatively. Instead, he could have learned a lesson from the experience.

Prescription: It's your choice how you process events that happen to you. Do you see things as problems or opportunities? Phil's story continues.

During the holidays, Phil was at a party and spent some time with Steve, who five years before had encountered a similar situation in his business. Steve told Phil that the temptation to feel sorry for himself was very strong, but he chose another option. Steve said that the loss of business he had suffered had caused him to take a long, hard look at the way his company treated their clients. He discovered an alarming trend. Many of his clients had begun to feel like they were being taken for granted. When this was discovered, Steve immediately implemented a customer appreciation and retention program, which quickly reversed the trend. Since then, his company's sales and profits exceeded industry standards and his company was recognized as the market leader in customer satisfaction.

Giving up and feeling sorry for yourself is the easy way; it takes no talent. The Chinese symbol for adversity contains the symbol for opportunity. Therefore, adversity brings opportunity. Look at the adversity as a learning opportunity. Pick something up when you fall down. There's always a lesson, if you look for it. Learn from it and move forward.

Whetstone Group is a sales process improvement company that focuses on helping companies implement a proven sales process that will increase sales, shorten the selling cycle, increase closing rates, and improve margins. Learn more at www.whetstonegroup.com