Video Transcript
Identity is everything internal to you. It's your self-esteem. It's your self-perception. Your roles are what you do in your life, and a bad day in your role doesn't make you a bad person.
Sales is hard. I get it. We're likely not solving world hunger or in many life-or-death situations.
But not many professions require you to show up and be rejected every day, quite like sales, and it's not always the most motivating thing to get you out of bed in the morning. So I think it's really important to remind ourselves as often as possible. There's a difference between who you "I" and who you "R."
Your "I" is who you are on the inside.
- Maybe you're a great listener.
- Maybe you have a great sense of humor.
- Maybe you're incredibly loyal.
Your "I" is how you perceive yourself. It's everything that happens internally.
Your "R" is responsible only for your roles.
- You're a mother.
- You're a father.
- You're a wife.
- You're a husband.
- You're a salesperson.
- You’re a CEO.
Those are roles that you fill every day. And, though they get blended often, they're really different. Just because you skip a step in the sales process doesn't mean you're no longer loyal. Just because you don't close the sale doesn't mean you're not funny.
It doesn't affect who you are internally.
A lot of times—when we get rejected over and over and over again—we forget this isn't a reflection of who we are internally. It's just a performance metric in your role that day.
It's okay. Next time, you won't skip a step. Next time, you'll ask tougher questions to get to the bottom of what's really going on. Next time, you won't think about whether you're going to fail or how much money you're going to make. You'll think, "Can I help this person?" It will remind you that a bad day in your role doesn't make you a bad person.
