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VIDEO 5 9 Ways to Overcome Fear of Rejection in Sales (We make up…
VIDEO 5
9 Ways to Overcome Fear of
Rejection in Sales
Live in culture where career success
often directly linked to self-worth
We make up stories
If I can’t make the sale, I’ll lose my job. If I lose my job, I won’t be able to make ends meet, my spouse won’t be attracted to me and my parents will have proof I can never amount to anything.
Mind Reading: According to Weiss, salespeople assume prospects aren’t interested based on no realistic reason.
Fortune Telling: Salespeople are “projecting into the future, thinking ‘nobody will be interested, therefore I won’t make any phone calls,’” Weiss said.
Deconstruct Sales Perceptions
stop making assumptions - you don't know what people are thinking
is your fear real / made up?
Activity Metrics
share your experiences with others on your team
how many no's does it take to get to a yes
Show How Your Product Helps Customers
customer successes stories
Start with Small Companies and work your way up
Get Them Practicing on Prospects that Don’t Matter
Start with people you don't care about
Have a script - people can't see you reading script
Deal with Rejection and Move On to the Next Call
Help Salespeople
Analyze their Calls
when prospect tells you they aren’t interested, ask for more information, may be learn the prospect was in a meeting or asked to call next week
Celebrate Every “No” as a Step Closer to a Sale
celebrate your courage
If it takes your salespeople an average of 100 calls to close a sale, a salesperson who faced her fears and made one call only has 99 calls left to make