One of the hardest elements of sales has to be hearing the "No" or "I'm Not Interested", most people are wired the same way when it comes to rejection and the truth is if we take it personal it will be a weapon formed against us the cripples us and creates a huge barrier to success in any sales related business. I began selling when I was 19 years old in a phone room selling,leveraged metals in the commodities and futures markets, this was a fast paced environment filled with rejection, it was all outbound telemarketing and my role was to open new accounts where investors would buy gold, silver or platinum contracts. I thank God for this being the real trial by fire for my selling career, my job was hard I had to sell an investor on opening an account with me when he never met me before and didn't know me from Adam and by the end of the call it was my job to get a commitment and open the account. After the second week I didnt make one sale, suffered rejection after rejection and talk about doubt it was gripping me and everything in me was saying I know I can do this and so I mirrored the greatest salesman I had ever heard or seen who was a few feet away from me in a bull pen, it happened to be the owner and he was an amazing businessman and salesman a real closer. This guy made a million dollars a year and he was sitting just ten feet from me, I was 19 years old and wet behind the ears but I knew I wanted success so bad I he was right next to me so what I was doing I knew wasn't working so I modeled Richard, I spoke like him, used the same cadence to the way I spoke going UP and down and fast and slow in my speech with authority and just like a light switch going from off to on my sales went from $0 to a new account every day! From $300 a week draw back in 1995 to thousands of dollars a week.
Rejection was part and is part of EVERY sales day, you wake up in the morning and instead of approaching the day from a doubting Thomas, the sky is falling, let me make a list of all the reasons why I am going to fail attitude to getting up at 5:30am wherever you are. Get organized, me personally I pray first thing in the morning, it starts the day off strong, then I make a list of ten places I am going to go see for the day. I have a notebook that I keep with me at all times. I tell myself that I AM going to have a great day, that I AM going to be successful and I know it is going to become a reality and I also know that I AM going to hear more people tell me "NO" than "YES", it's part of the process. You want to hear a "NO" truth be told, that's where the sales process begins, rarely will you ever get a lay down where it's a one call close. Most of the time you have to earn there trust, they have to like you and believe you in most cases to commit to the "YES".
Learn to enjoy hearing the BIG "NO", it's a fun word to me, it means show time! That's where I begin to go into action and ask some questions like If I could save you money and shorten the time it takes to get your money you'd probably want to know how right? Every "NO" gets you closer to a yes and learning to embrace rejection and consider it part of the sale rather than a personal rejection you can overcome the greatest weapon formed against sales people nationwide. You will rise above the average Joe's and become successful, making more money than many who possess a college degree. If you have a degree that's awesome, I am not taking anything away from the education system i am simply saying no matter what your back ground, no matter what you have been through salesman are the highest and lowest paid people on earth, the highest are closers, they understand rejection is part of the process and the pres on towards the prize, closing the deal. Rejections is like a breeze, sometime it's a cold breeze but it doesnt mean you stay inside and watch the world go by it means you embrace the chaos, overcome rejection by pressing on towards the prize and never giving up always preparing for and believing success is yours.
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