I'm sure there are books on the subject but i dont know them.

But the best way to increase mental toughness, bar none, is by working your ass off and getting rejected a lot, and learning from experience is that a whole shitload of "no"s get you to yes. Then when you get the one yes, start over. You make a great point about mental toughness being the key. It is a truism. Another truism is that there are no shortcuts in this business. I am a big fan of reading books on our industry, and on the profession of sales. I am a self improvement fanatic. But mental toughness cant be learned by a book. Just jump onto the battlefield. You will either learn mental toughness or die. What doesnt kll you makes you stronger. (in fact, i just found my auto=signature)

You will find the key to mental toughness and doing well in this business is to reach and maintain momentum.

After 18 years in the biz, I've found doing  the things that generate business- such as calling new people daily, having 8 - 10 appointments per week, etc. become habit and thus  easier over time. Just as exercise builds endurance, so does constantly subjecting yourself to rejection and failure- to the point where it feels natural and you feel strange if you haven't experienced your fair share of rejection daily .   I know that if I just stuff the pipeline with dials, contacts, appointments and callbacks that income pours out the other end. Sometimes it drips, sometimes it comes out in torrents, but it always comes.   If I take two weeks off , it is difficult to get back in the zone and those negative feelings creep in for a couple of weeks. Point is, even the most successful feel the pain, they have just learned how it works. If you aren't feeling the pain, you probably aren't growing your business.   Pick up Top Gun Prospecting by Scott Kimball for some daily motivation.   Stok