Thursday, January 28, 2016

It take guts to be in sales

I looked the word "guts" up in the thesaurus - here's what came back - courage, dauntlessness, heart, mettle, moxie, pluck, resolution, spirit, backbone, grit, intestinal fortitude, nerve, spunk! Put THAT list next to the phone or on the dash board because THAT DESCRIBES YOU!

When somebody rejects you just say this:

"Two words for you buddy - thank you!" You are simply that much closer to finding a REAL customer.

The bigger the stakes, the bigger the chance for rejection. If you were playing in the Super Bowl and your team lost because YOU fumbled the ball THAT would be the ultimate rejection. How many millions of people would be rejecting you? Without taking that risk of rejection you lose before you even start. You will never be in the Super Bowl of Sales.

Nobody likes rejection. It's natural to feel some disappointment when you hear someone say "no."

The issue is how you deal with that rejection. When you hear no it means you are doing your job.

The issue of rejection is not what the prospect or customer thinks of you, but what you think of yourself. Another important part of dealing with rejection is understanding why they rejected you.

Here is what I mean.

The reason may have to do with timing - at this particular moment in time, as you are making your sales call, they may be perfectly happy with their current vendor. They may have just had a fight with their spouse and you happen to be the first one they talk to. They may have not had anything to eat all day and it is affecting their mood. They may have just been turned down for a promotion - or a loan - or a new job. They may have just had to fire one of their employees. All these things have nothing to do with you.

Selling is really simple. Selling is asking enough people to buy your products and services. Selling is weeding out all the one's that don't "get it." All you have to do is ask enough people to buy your products and services and SOMEONE WILL BUY! If you don't make the request the customer is already ahead - you've made things easy for them! You've eliminated the possibility that they might actually say yes.

Don't let fear of rejection keep you from making the call. Approach each prospect with the idea that you are qualifying THEM. Do they qualify to buy from ME? Do they have the means to pay for what I am selling? Are they smart enough to realize the value of what I am offering? Are they worth the investment of my valuable time? Is there enough business on the table for me to spend time and money to get my share?

If not, simply REJECT THEM and go on.

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