IMPROVE YOUR SALES EFFECTIVENESS…BY AVOIDING REACHBACK AND AFTERBURN
One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps: reachback and afterburn.
Reachback is what happens when an impending event begins to have a negative influence
on our attitude and behavior. This is most dramatically seen in the salesperson whose whole outlook on life may be disturbed for hours or even days ahead of time at the very thought of going into a fearful situation, such as cold calling.