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In sales, you are bound to run into adversity. In this case I like to talk about the quote “Under pressure, you don't rise to the occasion, you sink to the level of your training.” When faced with a challenge, what matters most is the behaviors and systems you have in place. By focusing on performing the right behaviors and setting up positive systems you will increase your probability of success. 

In the spirit of behaviors, remember that WINNERS KEEP SCORE! This doesn’t mean to keep count of successful clients, prospects, or closed sales. When keeping score one should count the behaviors that lead to success.

By counting successful behaviors you will find them becoming reinforced, much like a successful sports team focuses on fundamentals. Then, the next time you encounter adversity and are forced to “sink” to the level of your systems, you will find your behaviors will bring you to success.

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