Fear of Rejection is Bogus! | Jeffrey Gitomer | Sales Tools
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- Опубліковано 10 тра 2012
- Fear of Rejection is Bogus! And So Are the People Who Warn You It's the Reason for Failure.
I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they "fear rejection."
Give me a break. "Fear of rejection" is totally bogus.
Managers and sales trainers alike try to smooth it over by telling you crap like, "They're not rejecting you. They're just rejecting the offer you made them." Horse manure! People reject both people AND offers.
THE MYTH IS: Salespeople don't like to cold call because they fear rejection. Hey Sparky, salespeople don't like to cold call because it sucks and it's a waste of time!
THE TRUTH IS: Salespeople aren't in fear. (Except maybe of their abusive bosses or proposed "changes" in their comp plan.) They're vibrant people who make the economy run. "Nothing happens until somebody sells something," said Red Motley in 1946.
Fear of rejection is an easy way for sales managers and leaders to explain why their turnover is high. "Bob quit because he feared rejection." Really? I doubt it. Bob quit because your leadership is weak and your soft skills training are weaker.
Fear of rejection and its evil twin fear of failure are best described as excuses. What you're looking for, as a would-be successful salesperson, are reasons and answers why a sale does not take place.
So, what (other than fear) are the 10.5 reasons rejection takes place? And how can you decrease your rejection rate? Wouldn't you rather have those answers? Read on...
1. Lack of attitude. Not just lack of a positive or a YES! Attitude, but also the lack of a winning attitude. You need to carry a copy of The Little Engine That Could on your iPad or Kindle and read it every morning.
2. Lack of preparation in terms of the customer. You may know what you offer, but you may NOT know what the customer wants, or (more importantly) why he wants it.
3. Lack of belief. Belief is the most important and most complex, yet least understood emotion in the science of selling. Belief is broken down into five parts.
Part 1: You have to believe you work for the greatest company in the world.
Part 2: You have to believe that your products and service offerings are the greatest in the world.
Part 3: You have to believe you can differentiate yourself from the competitor in a manner that the customer perceives as valuable.
Part 4: You have to believe you're a great salesperson capable of transferring a message and understanding customer needs.
Part 5: You have to believe that the customer is better off having purchased from you. Not believing it in your head. Rather, believing it in your heart. Belief is both painfully obvious and completely ignored when teaching salespeople how to be successful.
4. Lack of sales skills. Since most companies provide poor sales training, it's the responsibility of the salesperson to gain their own knowledge by investing in books, seminars, online courses, and all other means to gain sales wisdom, not just sales knowledge. CAUTION: Do not learn a "system" of selling. Sell in a way that makes you feel comfortable.
5. Lack of personal self-confidence. Self-confidence and preparation go hand-in-hand. It's amazing to me that salespeople think they're nervous when actually they're just unprepared.
6. Lack of resilience. This is a key element in the rejection-failure syndrome. Resilience is your inner strength to react to what happens to you, your outer strength and mental strength to respond to what happens to you, and all your strength to recover from what happens to you. Building resilience wipes away fear.
7. Lack of personal pride in your work. Lack of attention to detail. Consistent lateness. Missed appointments. Cynical comments. Need I say more?
8. Lack of personal pride in yourself. Most people take more pride in their favorite sports team than they do in their career. This will be a direct reflection of the pride that you have in yourself and your performance. Think back to the time you made your biggest sale, and recall that memory and that feeling each time you're in a sales presentation.
9. Limiting self-thought. (I'm not good enough.) Most self-thought comes from the negative side, worried about what might happen versus dedicating yourself to changing the outcome. If you walk into the sale believing it probably won't happen, or you probably won't get it, than you're probably correct. If you want to change your outcomes, you have to change your thinking.
10. Low self-esteem. Someone told you that you're not that good, or not that smart, and you (like a fool) believed them.
10.5 Limited self-image. You don't consider yourself equal to the buyer, or good enough to sell the buyer. EXAMPLE: Stockbrokers talking to people of enormous wealth. Car salespeople trying to sell a car they can't afford to buy themselves.
Fear of rejection? Totally false.
Fear of failure? Equally false.
People that espouse these false fears - avoid them.
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I've been eating these videos up - So much truth from this guy - Looks like he has a larger library than my 30 year old collection
This man is BRILLIANT. He speaks the truth. Love his honesty and wisdom.
best advice I've got all day....thanks. Love your frankness!!!!
Love this video. Selling is tough but sales people keep things moving. #sales #b2b
Very impressive.. Thank you..
Thank you Mr.G!
You and I have a lot in common. I sell my way. Thank you for taking the time to make this videos. We also need to stay away from negative people.
Jeffrey, you are the best!
Great video. Taking notes here.
there must b superlike option......
very good speech
After today's great sales failure - that's exactly what I needed to hear! Alright, let's get over it, learn from it, and move on!
Great content thanks!
Resilience is the key.. build up a bunch of scenarios you know the answer to.
that was very good!!!
I agree with you that fear of rejection is not an excuse for rep failure, and that sales management is on the hook to create success. However, I have seen reps who struggled with mediocrity because of a fear of rejection. I help them come to grip with reality...
Ok he’s absolutely correct
This video was amazing
Cummins Allison 852 Feehanville Drive Mount Prospect IL 60056 tried to force service engineers forge signatures on service contracts to sell new equipment. Theft of Services. Delaware is covering it up.
Deplorable !
See how Liberal Government covers things up for political donors ?
~ CORRUPTION~ !
Textbook
This is interesting this is something new very good video x
Good stuff!
Wow. You rock! Good stuff.
its really very nice..
thanks
this guy knows what he is talking about!
Jeffrey, I completely agree. I think it's all in every bodies head. Rock on brother.
Well duh its in their heads, were else would it be?
love it :)
good words
your voice sounds just like the narrator in my head when i read your books..
I mean, people who don’t take ownership over the fact they suck and have many areas in which to improve will always play the blame game
Jeffery, this video, like your book i'm reading -- Sales Bible -- is awsome. But you just made me a little nervous. In the book you say more than once "They're not rejecting you; they're just rejecting the offer you're making them" (pg 207 of new edition). Now you're saying that is complete bogus. As a buyer of your book, this video now made mer nervous, because you contradicted yourself, and i might now buy your next book now. "Making buyer doubt your intentions" (205). Please explain. Thanks
CAN anybody tell me the name of the book "the little ..........that could". I didn't get it
engine
I BELIEVE!!
salesman, er proti ta word er meaning ki hobe.kew bolte perben
You da man!
Wow
Why does it look like he’s having a seizure?
My apologies *might NOT buy your next book.
Great stuff Jeff- but am I the only idiot that is questioning what #8 was?
Pride in Yourself is important. Are you proud to do what you do? If so, you are less likely to be apologetic in your communication with prospects. Personal pride certainly comes through to others.
What is this? A high school video project?
Sounds like a bunch of guys I know who bitch and moan about selling NEED to watch this.
Sounds cult like.
seriously, not everyone is supposed to make youtube videos.
what a pinhead
scripted