"If we had no winter, the spring would not be so pleasant: if we did not sometimes taste adversity, prosperity would not be so welcome." -Josh Billings In the art and science of sales, goals are perhaps the seeds that from all creation springs forth! I personally like this statement because it motivates me to want (desire) to ponder, pray and proliferate my own, however slight they may be, creations and contributions. However, the achievement of most goals is largely dependent on the help received from other people. Recognition of this fact is essential! But understand this vital point: Not everyone is willing to be a crusader of your cause! It is an all too common fact that it takes money to make money, but those that already have the necessary resources are usually quite uninterested in giving a leg up to those that do not have it already. Think in terms of the biggest fish bowl in the worldHollywood! When you are nobody, nobody cares, but when you have arrivedthey come out of the woodwork. Why is it like this? Well, well save that topic for another article, this article is more specifically about the dissection of the reasons, and not why we (society) have become so complacent, especially where sales and survival go hand-in-hand. But what I will say is that we as people, largely seem to be stimulated by the thought of being associated with those that already have, and few of us want to be associated with those that do notthis is a sad commentary on civilized man, it should be the other way around. Nevertheless, people on a whole have a variety of reasons for not helping you, assisting you on your way or coming to the aid of your crusade and you have to respect and accept their reasons. But before you run off licking your wounds, you must first ask for a reason for the rejection; it is your cause, fight for it. But then again, people always have the option of not explicating their reasons to you. To someone who understands their role of salesperson yes is the breath of life. We are all programmed to respond to yes, but when we hear a no, lookout! Sois it a yes, a noor a maybe! Keep in mind, Maybe is not rejection. In fact, it has a far better probability than the reception of a totally negative response. In sales, and when the possibility of rejection appears, usually the prospect just needs a little motivation to convert maybe into a yes. It may also indicate either I need more time to think about it or you need to tune in to the far too popular radio station WIIFM, Whats in it for me? Rejections sometimes simply signify that the customer needs additional information. Frank or otherwise candid folks can easily say no. Perhaps what they are really telling you is: Youll have to do better than that or Impress me. If you succeed in turning their no to a yes, the next time around, expect a much more effortless excursion. In general, people do not like to be pressured! We despise being forced into submission. So, the added pressure to get most to submit to our whims well most likely be met head-on with a sharp and resounding No! Some silver-tongued salespeople use time as a pressure technique to convince customers to buy, buybuy! However, studies have determined that this particular technique usually works in reverse. Salespeople the world over have been using this tactic for eons; a cheap-trick customers have already ascertained as a contemptible marketing ploy. People nowadays find it difficult to believe such lowly sales methodologies. Unfortunately, this technique might still work for non-thinkers and those who impulse buy. In the modern global marketplace, salespeople must evolve, adopt and employ more creative, innovative and convincing sales banter to attract more astute buyers. Finally, for your consideration, people may simply reject your proposal because they have no need for your product or service or they merely are not interested at all in whatever it is that you are pedaling. In such cases, be not resentful; thank them for being forthcoming and for their honesty. You may then ask them what exactly it is that they desire or require. Always be grateful, thankful for their time and close the meeting courteously. Hold your head up high. Too many people are easily discouraged by rejection. These are people who are not whole-heartedly determined to pursue their desire, obtain their goalsthey do not know that what lies on the other side of rejection is more oft than not so, so sweet. They consider rejection as a major obstacle, a threat to their well being. Remember We all sell, everyday and in every waythat is who we are, that is the way. The realization that there is a lot to be learned from rejection is crucial. Each rejection is an opportunity to begin again more intelligently and appropriately. When one door closes, another door opens; but you so often look so long and so regretfully upon the closed door, that you do not see the other ones opening in front of you. Carpe Diem! |
