The Green Sheet Online Edition
September 14, 2026 • 26:09:01
The stories you tell yourself matter
August has a way of changing our pace. In many parts of the world, summer heat lingers, vacations interrupt routines and business can seem just a little quieter. It's easy to mistake that seasonal slowdown for something more personal.
The human mind doesn't like unanswered questions. It fills in the blanks.
A prospect doesn't return your call. A merchant postpones a meeting. Business isn't moving as quickly as you'd hoped. Before long, a story begins to take shape: I'm losing my touch. Nobody's interested. Maybe I'm doing something wrong.
The problem is that these stories often arrive disguised as facts.
Maybe your prospect is traveling. Maybe your merchant is dealing with staffing issues. Maybe the rhythm of August is simply different from the rhythm of April or October. We rarely know the whole story, yet we're surprisingly quick to invent one.
Those silent conversations don't stay inside our heads. They affect our patience, our confidence and our ability to listen. They influence how we speak with prospects, support existing merchants and interact with the people waiting for us at home.
The first step isn't forcing yourself to "think positive." It's noticing the story you're telling yourself. When you catch one, pause for a moment. Ask yourself: Do I know this is true? What else could explain the situation? What constructive step can I take today instead of assuming the worst? Those questions won't solve every problem, but they can keep a passing thought from becoming an unshakable belief.
The best sales professionals understand that successful conversations begin with listening. That wisdom applies inward as well. Listen to your own thoughts with curiosity rather than unquestioning acceptance. Some deserve your attention. Others deserve a polite thank-you and the freedom to move on without them.
Summer eventually gives way to autumn. Markets pick up. New opportunities appear. But the habit of questioning unhelpful assumptions is valuable in every season. The stories you tell yourself shape the attitude you bring to every conversation. Make them stories that encourage resilience, invite possibility and leave room for the truth to surprise you. 
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