So, in the last and first article of this series we discussed the reality of sales situations; getting caught up in something that is definitely not how we really feel toward our clients — losing our empathy — and feeling stressed, fearful and confused over that fact. And, in this article we’ll dive into what to do when that grabs ahold. So, let’s go.

I mentioned, in the previous article, that you need to stop what you’re doing; that you can’t keep “moving”, because that only makes things worse (because you’re going in the wrong direction). There are a number of things you can do, to stop. First, change your focus — from being set on your thinking to something else. This can be a breath-focus, a focus on a bodypart — focusing inside of your body — or on what your senses are picking up; and it’s your choice whether that’s something you hear, how the chair feels against your body, what you see or what you smell. You simply take charge of the focus — by focusing on one of those things. And, that’s it.

While this both sounds and is very simple, it’s of course not always easy. The reason is, you already have momentum in the form of stress etc. …And that’s exactly why you need to stop. That stop takes you back to reality — to what is actually going on around you.

In order to be able to apply this emergency reset, as well as decrease the risk of ending up in a situation where we’ll need it, we need to improve out habits. And that’s what the next article is about.