An employer, who was interviewing a man, asked him why he left his last position. The man replied “illness.” “Illness?” the man questioned. “Yes, the boss got sick of me.”
Here is an extreme example of rejection, the major fear of sales people. It’s not only the actual rebuff, but its possibility that causes apprehension.. No other job in business carries such a threat.
Yet, anyone wishing to become successful in sales must overcome this fear. In a 1965 issue of “Nations Business” an outstanding salesman advised: “You are not a salesman (or woman) until you hear ‘NO’ 30 times. The staccato outpouring of “No,” “No,” “No” may resemble the machine gun fire the army recruit hears three feet overhead as he hugs the ground in the infiltration course, maybe eating some dirt, in a furious effort to reach the other end. He finally slides safely into the ditch, Both the relieved recruit and the sales person have grown emotionally.
The sales person who meets dreaded negatives like “I don’t have time.” Can’t you see I’m busy.?” “Not now.” Not interested.” “I don’t need it.” should not take them personally.
The prospect may truly be bothered by many problems both business and personal. The rejected sales person leaves cheerfully and tries to arrange a visit at a more agreeable time. He bears in mind the perceptive French proverb: “To know all is to forgive all.”
Tags: sales desire, sales motivation, sales techniques, sales tips, SALES: by People, selling
