--- title: You Are Upset Because You Care | The Sales Blog description: Your client is not getting the outcome that you promised them when they made the decision to buy from you. Your team is struggling to produce those image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Upset-Girl.jpg --- ### [Now booking SKO meetings for 2026/27! 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Your team is struggling to produce those outcomes, and you are upset that things aren’t going well. You are right to be upset, and you are right to care about the outcomes you promised. You are, in fact, accountable for the results you sell, and this is how you build lifelong relationships. You are almost wrong to start trying to make change from that negative state. Breath. [Compose yourself](https://www.thesalesblog.com/blog/how-to-maintain-a-resourceful-state-in-difficult-conversations). Put yourself in the positive, optimistic, empowered and empowering state, and go work with your team to help them acquire the resources they need or make the changes necessary to succeed. You will not get greater outcomes from having this conversation from a negative emotional state. One of the main reasons that your client isn’t producing the outcomes you promised is because they are not doing what they need to do on their side. Your team is now picking up their end of the stick, and now you need your client to pick up their end of the stick. The upset feeling you have is based on your telling yourself that this is their fault, and that you are being unfairly accused of failing. You care about your client, their outcomes, and your reputation. Sit for a minute (or ten, but no more than that). Decide not to be defensive and not to do or say anything to cause your client to feel the need to defend themselves. Take responsibility for not preparing them better, and ask them how you can help them do what they need to do. If you want help with the language you need to have this conversation, look to Chapter 13 in [The Lost Art of Closing](https://www.amazon.com/dp/B01MSVZGTL/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1). You don’t produce better results by being upset. You produce better results by transforming that negative emotional state into a more resourceful state, and then taking positive actions with a positive attitude to change things. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2017](https://www.thesalesblog.com/blog/tag/2017) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on September 23, 2017 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-20T9:59:39 AM", "datePublished" : "2017-09-23 08:00:04", "description" : "Your client is not getting the outcome that you promised them when they made the decision to buy from you. 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