For many salespeople, the fear of rejection is bigger than the need to feed their family.
Think about the massive power — and tragedy — of this truth.
We would rather not know the answer, than open ourselves up for possible rejection.
It’s why we email instead of call: the rejection is less personal. A lack of response is a lack of rejection.
Some salespeople even feel that leaving a voice mail is a rejection. They’re not taking my call, I’m being rejected. You’re not being rejected, you’re letting the customer hear your name and your voice again!
So what to do about this fear, which paralyzes salespeople and costs your company millions (at least)?
If you find yourself avoiding simple, necessary sales steps, ask yourself: what am I afraid of, exactly? Identify the fear precisely. For most of us, this answer will be fear of rejection.
Then ask this all-powerful question: And what will happen if I’m rejected? If this customer says no, what is the ensuing outcome that you are so terrified about? Will you die immediately? Will the world end? Will you lose your home? Will your children be taken away that day?
When we play it out this way, it becomes ridiculous and absurd, doesn’t it?
Truth is, if you’re rejected, usually nothing happens. You just move on to the next prospect. That’s all.
Hear me on this: fear is in our imagination. It’s not real! But it sure damages us for real. It has cost you and your family a huge amount of money. To end it, once and for all, ask yourself the two questions in bold above.
You deserve more revenue. Kill the fear, and go get it.
Want to kill the fear at your company? Interested in growing your revenue systematically and predictably? Implement the Revenue Growth Habit at your organization. Call me at 847-459-6322, or just reply to this email, to discuss.
If you like this kind of thing, see my latest book, which dives deeply into these things. Forbes called it one of the top business books of the year.