It’s Thursday morning and it’s already been a rough week. Between a brutal gatekeeper, and “we’re happy with who we have,” and a perfect deal getting shot down in underwriting, you will face problems. The single most important thing to remember is this: Never allow those problems to control your pipeline, your mindset, or your day.
The key to winning in this industry is knowing what you can and cannot control. You can’t control a merchant who is in a non-cancellable lease with a competitor. You can’t control a business owner having a bad day. You can’t control underwriting’s final decision.
Stop wasting energy there. To build a solid book of business and find real success, you must pour every ounce of your focus into what you can control.
From Obstacle to Opportunity: The Salesperson’s Mindset
It starts with an unshakable belief in your ability to solve problems. See every obstacle not as a roadblock, but as a stepping stone.
- The Gatekeeper shuts you down? That’s a free lesson on refining your opening line for next time.
- A deal gets lost to a competitor’s confusing, low-ball quote? That’s your cue to master how you break down a statement and clearly demonstrate your value.
- A merchant ghosts you after a great meeting? That’s an opportunity to perfect your follow-up cadence.
This is how you take control. You stop letting the market happen to you and you start making your success happen. The problems will always be there; what changes is your mindset. Challenge the limiting belief that says, “This merchant will never switch,” and replace it with, “What is one more question I can ask to find their pain point?”
Embrace every challenge as a gift in disguise.
Failure is Just Data
In sales, rejection is constant. You will hear “no” far more than “yes.” But discouragement and failure are not the end of the road; they are simply data points on your path to a closed deal.
- A lost sale is a chance to review your pitch. What objection did you fail to overcome?
- A rough cold call is a reminder to sharpen your script.
- A month that falls short of quota builds the hunger and resilience you need for the next one.
Every struggle you face today builds the strength, skill, and reputation you need to land that huge account tomorrow. You are in control of your destiny. You have the power to take that data, learn from it, and MAKE your next conversation better.
Control Your “AEF”: Attitude, Effort, and Focus
When it comes down to it, success in this business isn’t about the things you can’t control. It’s about mastering the three things you always can:
- Attitude: How do you walk into the next business after getting thrown out of the last one? That choice is 100% yours.
- Effort: Are you making one more call? Are you walking into one more door? Are you sending that personalized follow-up email instead of a generic template?
- Focus: Are you dwelling on the deal you lost this morning, or are you zeroed in on the next prospect in your CRM?
Going forward, when a problem hits—a chargeback dispute, a terminal malfunction, a tough negotiation—welcome it. Use it as an opportunity to prove your value, learn something new, and grow. It’s all part of the process of becoming a top producer.
Happy Selling,
David
Payment Lynx Daily 