As I held the door for a man in a wheelchair, I was a little surprised that he didn’t acknowledge my action. Maybe he was shy or not very outgoing. On second thought, he was entering the cardiac reception area of the hospital, so perhaps he just felt as though it was not a time to be sociable. Then again, there is the distinct possibility that he intentionally did not even make eye contact with me because of the humility he felt as a double amputee that had no physical way of opening the door for himself.

Whatever the case, the reality is that I was the one that needed to be humbled. You see I had just cried through two hours of a simple stress test ordered by my primary care physician due to a slight irregularity in a recent EKG.

Days later, it was confirmed that my heart was fine, but truthfully my mind wasn’t. I kept thinking about that man, his story, his daily challenges and how frustrated I was with myself for blowing my trivial situation so out of proportion.

Anyone in sales can testify to the fact that it is inevitable to lose a client from time to time. The question is; how do we respond? It’s not uncommon to over-react and which will only cause us unnecessary anxiety, as I did with my stress test.

The correlation between that wheelchair bound gentleman and those of us in professional selling is simple yet profound. Sadly, he had no options that could change his circumstance to recoup his loss. I’m quite sure if he did, he enthusiastically would.

As Sales Professionals, we do have the ability to improve our situation, yet often times we take it for granted. We can make more contacts, do more follow-ups and build better client relationships- all of which will impact our sales.

Let’s change our perspective on losing a client and rather than responding with a negative reaction…take some positive action- because having the power to replace something we’ve lost is a gift!

Diane Ciotta
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