It takes "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.
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.
You have to train your mind to respond to rejection with enthusiasm.
This fear of rejection could be costing you a lot of money if you are not making calls because of it.
How do you overcome this fear of approaching someone? Here's what you have to do even if you don't feel like it - you have to ask.
The bottom line of selling is to ask for your customer's or prospect's business. Don't be afraid to do just that. Don't be embarrassed to ask for what you want. Don't fear rejection. Don't worry about making the customer angry. Don't be immobilized by your own timidity. Don't have negative thoughts that will set you up for failure.
Instead say to yourself... "I love what I do - I love to sell. I am in the right place at the right time. I have nothing to lose and everything to gain by making the call and asking for the business."
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'm 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?
When calling on a new prospect those are the questions you want answered. When you make a prospect call or a cold call, there is always a certain amount of hesitation because the pressure is on YOU to make a presentation. Forget about making a presentation. Go in with the attitude that you are QUALIFYING THEM. If they don't measure up THEY are the poor souls that miss out! They are the ones that lose.
Read this next sentence carefully. To reduce call hesitation when calling on a prospect, make the call with the idea that you are qualifying the prospect and you can reject THEM if they don't measure up.
Now you have the power. You have the power of rejection. You don't like to be rejected. So why give anyone the power to reject you? You are simply making the call to INVESTIGATE. You are there to get the FACTS ABOUT THEM. What you have to sell may be way beyond their understanding. It may be way over their head. To find out, you have to make the call and do the interview.
There is a certain fear you feel when trying to sell something to a stranger. But now you are not trying to sell on that initial contact.
You are eliminating unqualified prospects.
Of course, if you make the call and find that they are qualified and eager to do business with you - take the order. But don't let fear of rejection keep you from walking through the door and looking them in the eye.
Don't let fear of rejection keep you from picking up the phone and making the call. You - your products - your services - are the answer to their prayers.
Are they good enough to do business with YOU?