As a sale professional, what would you do in this situation?

Your new client just signed an agreement putting you way ahead of the previous year. Not only would it catapult you in your organization and the industry, your personal income was about to reach new heights. Then, the following week, the person who signed the contract is replaced and in walks a new decision maker.

His first order of business is to cancel all new contracts because of a strategic change in the company’s direction. There is no real logic to this cancellation and it can absolutely change the game. On top of that, the new guy brought all of his old relationships including your largest competitor.

How would you react? How would you handle your fears?

1. After receiving the news you go home crushed by the days events. You spend considerable time pondering how it will affect your future. You consider the ramifications of finishing the quarter at the low end of the sales rankings. Your concern grows as you review your monthly bills. Alternative strategies aren’t even a consideration. You do nothing but ponder the damage to your career that has just taken place. You feel hopeless.

2. You go home and after a few minutes alone in the mental fetal position, you question your entire identity, purpose, and career path. Although brief, self doubt rules the moment. A short time later you emerge out. You hunker down and develop your best strategy to win back the client using all of the tools available. Additionally, you identify where you are going to replace that revenue should you fail. You explore and create options. You become stronger because you know the fight is just getting good.

As you can see both options have aspects of fear. But only one option (choice 2) will help you overcome your fear and help you excel in sales. The other option (choice 1) will polarize you and your business