Scott Burrows

Scott Burrows, Motivational Sales Resilience Speaker 

Fold or Go Forward: The Choice is Yours


“Resilience is knowing that you are the only one that has the power and the responsibility to pick yourself up.” ― Mary Holloway, Author

As I was about to give my keynote talk as a motivational sales resilience speaker, an audience member came up to me and said, “Scott, I sure hope you talk about all of the problems with inflation, unfair competition, supply-chain issues and gas prices.”

I smiled, and asked: “Anything else?”

She was a genuinely nice person, there was no need to cut her short, but as a sales resilience speaker whose passion is motivating sales teams, I could see she was defeated and inflexible in her thinking. She had been knocked down, and had lost her courage to go forward.

Losing resilience is a dangerous thing

Resilience, of course, is a mindset. In an article from the job search website, they characterized three types of sales resilience. To paraphrase, they identified “Natural,” “Adaptive,” and “Restored.”

Natural resilience is something we all have to some extent. Most of us are at least willing to try a new food or to wear a white shirt if our favorite, “lucky” blue shirt has gotten dirty.

Many more of us have no choice but to develop adaptive resilience; we learn that our “lucky” blue shirt had nothing to do with making the sale. It was our ability to sell that made the sale.

Finally, restored resilience comes from the vision that we need to stop worrying about good luck charms and shirt colors, and instead learn to be better sales people, develop better tools, and work on our skills.

As every resilient sales person knows, and with apologies to the audience member, every sales person and every sales team will develop challenges. Guaranteed. Right now, it may be inflation and supply-chain problems; back in the day, it was something else. There is always something else.

Losing resilience is losing hope

When we were all in the grips of the pandemic, the world-famous Mayo Clinic wrote:

“When you have resilience, you harness inner strength that helps you rebound from a setback or challenge…if you lack resilience, you might dwell on problems, feel victimized, become overwhelmed… resilience won’t make your problems go away — but resilience can give you the ability to see past them.”

The same advice applies to sales teams. Every sales team member, whether it is a team of two or two thousand, must understand that resilience is a choice. Your choice is to fold and give up, or have the drive to go forward. Giving up is losing hope.

As a former competitive martial artist, I knew many potentially outstanding competitors who were defeated before they stepped onto the mat. They lost hope in themselves after a prior loss.

On the other hand, I had the privilege of meeting many competitors who did not have natural ability, but who were determined to mold themselves and drive themselves to be the best they could be. Resilience can be forged no matter the challenge. You have the inner strength to succeed. You can see past your challenges.


Scott Burrows, Motivational Sales Resilience Speaker. For more information, please contact Scott today or through this website or for more immediate attention at: 520 – 548 – 1169.




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