Among the many business people- especially salespeople, I've helped as a psychologist over the years, handling rejection by customers is often a major problem. Typically, they tell me how the "motivational" books and tapes they've tried don't seem to work. As one man said recently, "They always exhort you to be positive and don't take things personally. It only makes me feel dumb when I do get upset about a lost sale."

What really helps us to handle rejection is to recognize that there is a part of our minds which ALWAYS takes disappointment seriously. This part connects us to childhood emotional feelings of insecurity- something we all have experienced. Any disappointment, frustration, and loss will make us feel anxious and small, what I call a "child state."

The key to handling rejection is to have COMPASSION for such young feelings. All too often, people(especially men) are self critical when they feel vulnerable-e.g. "Why am I making such a big deal of losing that sale?" This only shames us and makes us feel bad.

What REALLY works is when we can say, "Look, this WAS a disappointment and it hooked child feelings in me. OK, so how can I best take care of myself to get back on the horse and get going again." Such self compassion and active coping with rejection gets us back in an "adult state". This difference between adult and child states is important to understand both in our professional AND personal lives.

When dating, for instance, it is important to remember that child state feelings are evoked when someone says no to our request for a date. The key, once again, is awareness and compassion for such feelings. Doing so can have amazingly positive effects on enhancing future success!

Norm Ephraim,Ed.D. is a psychologist in Boston, Mass. He is the author of MOOD SHIFTING: UNDERSTANDING AND TRANSFORMING YOUR NEGATIVE MOODS This 3 step program helps you transform negative and pessimistic moods into more positive and productive ones. His web site is http://www.mood-shifting.com.

• Prospecting For Success -- 3 Questions


• How to Effectively Use Training Videos


• The Power of Why: A Psychological Revelation


• How to Get Prospects to Return Your Call


• Sales 201: Learning Tools of Your Trade


• The Gatekeeper is Your Key to Sales Success


• Getting Passed the Gate Keeper


• A Seamless Front End To Constant Follow-up


• How To Have An Online Party


• Dont Let Your Hot Leads Cool Off