Perspectives That Serve # 24 - Toughness

Robert Schuller says, “Tough Times Never Last… But Tough People Do.” Toughness is critical in many jobs. Some jobs require physical toughness. In outside selling you must cultivate mental and emotional toughness. The reason is that you will probably hear the words “no” or “not now” a lot more than you hear the word “yes”. Some of the “no’s” may even be particularly unfriendly. Others may be out and out rude. This can wear on you.

Mental and emotional toughness develop the same way physical toughness does… through repeated exposure to challenge. Calluses develop on your hands over time when you use a pick and shovel. I know this because I grew up working in a family construction business. Mental and emotional calluses grow similarly. Over time with repeated exposure to “no”, “not now”, and even “get out” you get tough.

From a Servant Selling perspective, the toughness you develop must be a humble toughness. You must cultivate the ability to absorb emotional hits without reacting to negative comments in kind, but rather to always with kindness. Part of your service is going out and talking with people about something that may be of great value to them even when they don’t always recognize that value. Some days this requires sacrificing your ego.