“In sales, we’re going to hear that “no” word and we’re going to hear it a lot. We have to understand that “no” is not to us – the person; it’s to our product or service.” – Angel
Taking rejection is not easy! But what do you do? You will always have to face rejection at certain points in your life and you just have to learn how to deal with it if you want to succeed in sales.
In today’s great episode, we’re hearing from Angel as we talk about overcoming rejection. Angel was a proponent in helping me get training when I first started off; early in my selling career. Angel and her company gave us above and beyond training.
Here are the highlights of my conversation with Angel:
How to Overcome Your Fear of Rejection:
- Be able to take that “NO” and just move on.
“No” may just actually mean:
- “Not now”
- “I’m just busy today. I don’t have time to listen.”
- “I don’t have the money right now. We don’t have budget.”
“You have to be able to take that “no” and just move on. That’s what really separates the average salesperson from being the best salesperson.” – Angel
- See things differently and stay positive enough to make your next call.
Some people can’t handle that they can get adversity. Their persistence goes away and they stop doing the behaviors they need to do to be successful.
The worst thing is when you think you know a lot and then you ask a question and the prospect says it’s not pertinent information. When that happens – Just dive in!
“People are humans and human nature is what is going to make us better salespeople – understanding human interaction.” – Angel
- Eat positive food everyday.
- Train your mind.
- Learn about this idea of rejection, which starts in your childhood, and how it can affect you. How did you take those “no’s” as a kid?
The I.R. (Identity Role) Theory:
Parent, Adult, Child philosophy: I’m OK, You’re OK by Thomas Harris – the platform for transactional analysis
The attitudes and beliefs of a salesperson are an integral component in their success
What makes you, YOU: your self-esteem, how you view life, self-image, self-awareness, and self-talk. Our Identity needs to be strong for us to be effective
- Roles change: wife, daughter, wife, golfer, etc.
- You perform your roles in a different way depending on your circumstances.
- Your performance and your roles are changing
How to practice this:
- Get your head in the right place; otherwise, you start to make excuses for how to perform in your role
- Learn through listening and watching really good salespeople (reading books, CD’s, webinars, seminars) or just writing with somebody out in the field who’s a good salesperson
“Salespeople that are good, reward themselves.” – Angel
Should you take it personal when you get rejected?
It’s not taking it personal but you’re just in the learning stage.
Taking it personal will kill you in sales. Instead, determine:
- What lesson you learned from that call?
- What should you try differently next time so that wouldn’t be the reaction you get?
How long will it take to reach that level of confidence?
If you don’t have a hard time thinking you’re an “Identity 10,” then it’s going to be quicker. If you always look at the negative side, it’s going to take longer.
It’s up to you on how quickly you want to accept that you’re going to hear “no” and just move on.
Angel’s Major Takeaway:
“Make a list of every negative thought that is in your head and put it on a sheet of paper. Take that piece of paper, rip it up into little pieces, light it on fire and bury it. Then you can start.”
“When you go out today, remember you’re a 10! When you were born, somebody was ecstatic and happy about you and you made their world. You changed somebody’s world on your birthday and you’re awesome! You’re in sales and sales is fun! It’s the only job you can give yourself a raise everyday. Enjoy what you do. Go out and have fun with it! Make big money and don’t let anybody put your identity down.”
Connect with Angel through email@example.com or reach her through her phone number 954-675-3790.
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