This FEAR (worries OF REJECTION) is perhaps the HARDEST to detect in a salesperson – but undoubtedly, the EASIEST to correct. Yet too many salespeople have a tendency to take rejection personally. This kind of (so called) rejection stems from prospect’s and include as diverse a variety of easily solved problems as:

? “I can’t afford it” ? “Your price is too high” ? “Your product is overpriced” ? “Your competitor has a better product” ? “I don’t believe the color will match” ? “I’ll pay too much interest” . . . and so forth. To any other salesperson, they are normal objections, and so are easily answered. But to anyone who has begun to take rejection personally, they become an affront that cannot be answered easily. This personal rejection mainly rears its ugly head when these salespeople experience issues with their closing rates:

? When оформить отказное письмо ;

? When their attitude changes from one of “I could” – to one of, “I’m not sure”.

? When life offers them a lemon – plus they simply suck on it.

In other words, personal problems enter and prioritise themselves in the individual’s workplace performance. Here too, the answer is simple. What the chance is rejecting isn’t the salesperson, but the offer. In fact, usually, the prospect isn’t even rejecting the product or service for sale. Again, the thing that’s being rejected may be the offer. A very important factor the salesperson can study from this encounter is that the prospect is actually saying “GIVE ME MORE INFO ON HOW I CAN BUY FROM YOU.” . . . “IF YOU SELL ME PROPERLY, IT’S LIKELY THAT I’LL BUY – BUT SELL ME PROPERLY FIRST”. But if the attitude is wrong, the salesperson doesn’t hear what the chance means – the salesperson only hears what the chance says.

1. FEAR MUST NOT BE THE ENEMY

Many years ago I was taught a mnemonic. Fear stands for:-

False Evidence Appearing Real = FEAR I don’t know where it originated from, but I understand it’s true. Fear shouldn’t set-in in selling. The salesperson is the expert for that product or service. The salesperson has more expertise, more experience, more knowledge and better back-up than any prospect.

Apprehension, consternation, dismay, dread, fright, horror and terror are a number of the by-products FEAR can instil. The salesperson should realise that most good selling presentations are designed around FEAR. In fact, FEAR sells greater than any other sales structure or process open to the salesperson today. If the salesperson learns to put this knowledge into the right perspective, they will benefit from FEAR.