This FEAR (worries OF REJECTION) could very well be the HARDEST to detect in a salesperson – but undoubtedly, the EASIEST to correct. Yet too many salespeople tend to take rejection personally. This sort 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 an excessive amount of interest” . . . and so forth. To any salesperson, these 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 problems with their closing rates:

? When their enthusiasm drops;

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

? When life offers them a lemon – and they simply suck onto it.

Basically, personal problems enter and prioritise themselves in the individual’s workplace performance. Here too, the perfect solution is is simple. What the chance is rejecting isn’t the salesperson, however the offer. In fact, most times, the prospect is not even rejecting the merchandise or service for sale. Again, the only thing that’s being rejected is the offer. A very important factor the salesperson can study from this encounter is that the chance is actually saying “GIVE ME MORE INFO ON HOW I COULD OBTAIN 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

A long time ago I was taught a mnemonic. Fear stands for:-

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

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