Janek Resources: SPM December 2016

The Power of a Positive Mindset

The door-to-door salesman getting his foot shut in the door is a well-worn cliché. And Arthur Miller’s
play “Death of a Salesman,” which shows the depressing, even tragic, side of this business, has become a literary classic. Things have changed in many respects from the bygone era in which the play and the cliché were born. These days, it’s “sales professionals.” And the door-to-door model isn’t as popular as it once was. But one thing that hasn’t changed about this tough but rewarding business is negativity.

We still get a lot of it. We lose sales, we get chewed out—even cursed at—by prospects who lack respect. Like Miller’s fictional salesman, we’re on the road a lot, which can mean stressful itineraries and cramped airplane seats. When we do arrive at our destination, it can...

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