my best life 07.10.17.1204P

All of these reasons for failure, every single one – can be
analogized during a physical challenge that would also
provoke an emotional response.
One of our programs is called the CLIFFHANGER
(see page 181). It is simply a mobile rock climbing wall
that stands 30’ – 50’ tall. This program can take each
reason for a salesperson’s failure and make it a teachable
moment that involves intellectual, physical and emotional
intelligences.
No experience. Most of our students have little to
no experience when climbing the wall. This
usually creates intimidation. The same
intimidation that is created in sales which lead to
poor performance. Our facilitators teach our
students how to overcome intimidation when
confronted with a challenge.
No plan. When beginning to climb the wall, many
students get stuck because they failed to plan a
passable route to the top. They are immediately
confronted with challenges that test their
intellectual, physical and emotional intelligences.
No discipline. It’s not uncommon for a student to
give up to quickly. Facilitators teach them not to
retreat at the first sign of trouble. This is often
reflective of how they handle aspects of their
career, relationships and their personal life. It
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