,

Rationalization.

As humans, we're experts in the art of it.

As wholesalers, we might be black-belt ninjas.

Sigmund Freud described rationalization as a defense mechanism, an unconscious attempt to avoid addressing the underlying reasons for a behavior.

And we do it to protect our self-esteem.

For example, the corner-office advisor refuses to see us and we say to ourselves, "They probably wouldn't do [insert product type here] anyway".

Or when you have a suboptimal relationship with your internal partner and you think, "Well, it's better than being without one."

Perhaps the most insidious form of rationalization is when wholesalers engage in the "at least I wasn't" form of mental gymnastics.

"Yes, I was #22 out of #25 in sales, but at least I wasn't at the bottom."

"My expense reports are terminally late, but at least my production is on target."

"I'm only scheduling 'x' appointments per month, but at least it's not the worst in my division."

Some wholesalers are content not wanting to be the worst.

Others won't rest without being the best.

Developing the Mindset of a Champion Wholesaler 

Rob

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