Do They Really Want To Hurt Me?

Fear of rejection is common in sales...in life. 

An author takes 2 years to write a book and the next 2 years are filled with rejection. 

The teenager is told they can't date until they are 16, so years 12-15 are filled with desire but are "safe".  At 16^th the candles are blown out - here comes rejection! 

Ok, that one was autobiographical! 

Most people only have to face real rejection, every now and again.  However, sales professionals measure minutes between rejections.  The phone calls to secure appointments, the "no's" they hear before they demonstrate their products, the "I changed my minds" even after a successful sale...rejection is endless and a way of life. 

Sales requires a thick skin - to live in "oblivion" to rejection. 

That means you can't take it personally! 

Rejection vs. Objection - Not to play artfully with words and syntax, but Rejection is to "refuse to consider" - it shuts down a process before they even know if the offering is beneficial or not. 

That reaction of rejection is generally based on a reflex, poor timing, or the mood of the prospect - it is not about you!!!

Objection is different - it is a "viewpoint offered in opposition".  In sales, we actually need the objection.  As evidenced by SPIN Selling and other notable programs, most sales only occur after several objections. 

"I would never buy a black car" is not a rejection but an objection. 

It naturally leads to offering an alternative viewpoint -

"How does titanium silver strike you?" or "what if I offered weekly washing and once a year detailing?" 

The front end of sales is about rejection...the back end is about objection. 

People want answers to problems or answers to desires...they don’t really want to hurt you!

Until tomorrow, I wish  you Money, Power, Success!