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

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

? When their enthusiasm drops;

? When their attitude changes from one of “I could” – to one of, “I’m uncertain”.

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

In other words, personal problems enter into and prioritise themselves in the individual’s workplace performance. Here too, the perfect solution is is simple. What the chance is rejecting is not the salesperson, but the offer. In fact, most times, the prospect is not even rejecting the merchandise or service for sale. Again, the only thing that is being rejected may be the offer. One thing the salesperson can learn from this encounter is that the chance is REALLY saying “GIVE ME MORE INFORMATION ON HOW I CAN BUY FROM YOU.” . . . “IF YOU SELL ME PROPERLY, CHANCES ARE I’LL BUY – BUT SELL ME PROPERLY FIRST”. If the attitude is wrong, the salesperson doesn’t hear what the prospect means – the salesperson only hears what the chance says.

1. FEAR SHOULDN’T BE THE ENEMY

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

False Evidence Appearing Real = FEAR I have no idea where it came from, but I understand it’s true. Fear should never 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 were created around FEAR. In fact, FEAR sells far better than any other sales structure or process available to the salesperson today. If the salesperson learns to place this knowledge in to the right perspective, they will benefit from FEAR.