Fear of Rejection — The Number One Reason You Don't Have Sales.

One of the bigger reasons we as Salespeople don't have sales . . . We're afraid of rejection, afraid of getting a "NO," or "I just want to think about it," or "I don't think this is a good time," or "the price is to high." Which all sounds like a NO, right! The thought of getting anything but a "YES" freaks us out!

Because of this, it is essential for us to understand that most of our fear of rejection comes from a lack of knowledge, skills, and understanding of how the sales process is supposed to work. When were truly confident in the sales process, it changes what we do and how we do it completely.

It's important for us to understand that 50% of the people we talk to on a daily basis are going to say NO because, for a number of reasons, they're not a good FIT for what we're selling!

In addition to that, potential customers say NO because they're afraid if they say YES, you're going to sell them something they don't want, need, or can afford.

We must get our head around the fact that NO is our friend, seriously my friends, NO is your friend. You should be working hard everyday to get as many NO's as possible, because every NO you get is moving you towards the YES's as quickly. For me it's about 9 NO's for every 1 YES!

The key is to APPRECIATE rejection for what it is — a learning and growing experience that makes us stronger. Just like going to the gym and working out makes us stronger; getting rejection actually makes us stronger and better Sales Professionals.

So, why do we get so emotional when it comes to rejection?

Why are we so afraid of rejection? In my experience, there are multiple factors.

• We're worried about looking our sounding pushy when asking for the sale.
• We're worried about the negative stereotypical image of salespeople. You know, the slick used car salesman image.
• But the issue I see more often than any other is we're worried about what others will think about us.

We're overly concerned that we might come across as desperate or needy. But, even more than anything, we're afraid of how getting a "NO" is going to make us FEEL!!

Is your FEAR worth limiting your career and success?

You're going to have to get over yourself and get on to doing what's in your best interests. If your challenge is "fear of rejection," this is what's actually going on inside your head psychologically:

• You're afraid that someone won't like you because you are trying to sell them something.
• You're worried that being a sales person will tarnish your image because it's quote, not an acceptable job, or somehow an unethical profession.
• You are afraid that when people say NO, its a negative statement about YOU.

Next time you find yourself thinking like this, take a step back and ask yourself if this is true. And then think to yourself — Is this worth limiting my career? Is it worth risking my livelihood and family?

The Solution

Since you now know that the problem is more psychological than anything else, concentrate on what you CAN control, product knowledge, sales skills, the customers story, and what they want, instead of searching for excuses not to sell.

• Invest in personal sales training and coaching to improve your confidence.
• Understand that it is easier for people to say NO because they think they are reducing their risk or may not need or want your product, which is OKAY.
• Focus on the value of what you're offering to the prospect and educate them on how the product will benefit them or change their life. When you understand that you are truly helping people, selling your product will stop feeling like such a sales task.
• Understand that sales is a numbers game; in the beginning, you will get more NO's than YES's. It is normal; expect it, and make it work for you.
• Get your ego and emotions out of the way and concentrate on completing daily sales tasks.
• Sales is both an art and a science. You have to get the science right (i.e. follow up and setting appointments) before you can practice the art of selling. Know how many NO's you need a week to hit the number of appts. & sales you want.
• Shadow successful sales professionals and ask them what they did to become successful.

Confidence is key. Confidence is a work in progress for all of us, and the only real solution is consistent personal development, training, and practice.

A great way to gain confidence is by genuinely understanding the value of your product and how it will change your customer's life for the better.

When you're confident about the product, you stop worrying so much about your personal confidence, and start sounding much more optimistic to the customer because you truly believe in the product your selling and how its going to change their life.

When you become an expert on your product, you start sounding like an expert, making sales less fearful. Practice makes perfect, so get out there, practice, and SELL!

So, is there a way to make Selling easier? Is there a simple formula that will teach you how to sell the RIGHT way?

Here is my simple but effective formula for sales:

1. Genuinely connect with your client — Your ability to connect with them is the most critical step. If you mess this up, it doesn't matter how good you are at closing or selling; if they don't like you, they won't buy from you.

2. Find out their story — Ask lots of great questions to truly understand your client's needs and wants. Ask questions like a doctor to determine their story, what's changed, what is the problem they need you to help them solve.

3. Present a solution — only after you genuinely understand their story and their problem, then and only then present a solution to the problem. Show them how you can solve the problem they brought to you.

4. Overcome objections — there will always be objections. Anticipate what they are: price, timing, money, and so on. Be prepared; you know what they are. Have a well-thought-out response that rolls off your tongue. When you confidently handle these objections, you instill confidence in the buyer.

5. Close the sale — That's right, ask them to take action now, today. Ask them to make a decision! Don't make it difficult, and don't come off as pushy. I keep it easy; I simply say, "you go ahead and write the check, and I'll start the paperwork."

What usually keeps us from asking for the sale is concern over their response. Assume they're going to have an objection, assume they're going to say NO. Be prepared, you know what they're their typical objections are, be prepared to answer it, and then ask again for the sale.

Stop fearing rejection. Stop doing your clients a disservice by not asking for the sale. Assume they want to move forward because otherwise they wouldn't be there.

Ask for the sale, then ask again!