Do you have the RR factor? RR is short for Rubber Rear. The higher your RR factor, the quicker you rebound from setbacks. It is one of the most important traits of a salesmaster. We all lose deals. The question is, what do you do when that happens? Do you analyze the results and do a fishbone of the entire pursuit to determine what went wrong, so that you can learn from it? Does it make you want to try harder the next time and anxious to get out there as soon as possible to implement your new found knowledge? If you do, then you are a salesmaster.

However, if you feel like you lost a member of the family and shutdown for weeks, then work at developing your RR factor. How do you do it? Like so many things in life, it is simple, but difficult, to achieve. All you have to do is follow the above process of the salesmaster. Use the outcome as a learning experience. Get angry! Get moving!Get motivated! Celebrate losses because they mean you are closer to a sale. If your closing average is 25%, then you lose three out of four times. That means you need three “no’s” to get to a “yes.” Instead of mourning the loss, think of it as a step closer to a sale. Remember failure is an outcome, not a person.