One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps: reachback and afterburn.
Reachback is what happens when an impending event begins to have a negative influence on our attitude and behavior. This is might be seen when the salesperson's outlook may be disturbed for hours or even days at the very thought of going into a fearful situation, such as cold calling.
Afterburn is the flip side of reachback. We’ve all experienced it. It’s what happens when a past event has a lasting negative influence on our present behavior.
Read on to find out how to avoid these sales killers.