Mattson’s first principle of selling is all about learning to fail, to win. In our culture, especially at Grove City, we are trained to avoid failure at all costs. Failure brings a connotation of incompetence, inadequacy, and deficiency. However, Mattson argues that healthy failure leads to future success.
The concept of separating the “real” you from the “role” you is most intriguing to me. This idea that we are not just our jobs is sometimes forgotten in our achievement-driven society. My mom always reminded me when I was growing up that school was just one part of my life. The same can be said for a job: you are more than just a position.
In sales specifically, not everyone is going to want to purchase your product. You need to be okay with not closing every sale. A lost sale usually does not mean that you are a failure or are inadequate. Really, it just means that they did not want to buy your company’s product. Separating your job from you identity is a very healthy way to live.
I imagine this concept would be the most challenging in entrepreneurship. Most ventures become like our babies and so much of our time is focused on that one idea. It would probably be most challenging to separate role you from real you. It is a vulnerable place to be when you are asking people to part with their resources for something you have poured yourself into. I believe that having a healthy mindset from the get-go about failure and identity is crucial to avoid burnout and dissatisfaction.
This concept is valuable for salespeople and customers alike. Understanding who you are and who you are not is invaluable to being a productive member of this world.
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