Turn Rejection Into Success I
Rejection is something everyone fears – but it is also an obstacle to success.
At Enigin we teach Enigin Partners not to fear “No” from potential clients, expect it and move on ot those that will say “Yes” – not that is all you need to do. We do teach Enigin Distributors and partners how to get to a “Yes”.
But you should not fear rejection, not to the extent that is postpones or abandons your success.
You have to learn how to turn rejection into an incentive that motivates you to ultimate success.
Today we provide the first of four simple steps to accomplish this with more to follow in the next post:
STEP 1: Differentiate between invalid and valid rejection
There are two types of rejections. Valid rejections are when a person doesn’t do what you want because of something that you can change. Invalid rejections are when that “failure” took place because of something completely arbitrary that’s outside of your control.
Here’s an example of an invalid rejection.
Suppose you make a cold call and a prospect hangs up on you. While that’s a textbook definition of “rejection”, the truth is that the prospect’s reaction has nothing to do with you.
What’s actually happened is that you accidentally broke the prospect’s rules. You had no way of knowing that the prospect was busy and that the prospect thinks it’s OK to hang up on unfamiliar callers.
Now, perhaps if you said something different or called at a different time, you might have gotten a different reaction, but that’s just a fiction that you’re making up in your mind. However, if you had called at a different time, the prospect might just as easily have added a expletive before hanging up and then sent a memo directing the company to never buy from you ever again.
There’s no way of knowing. It’s not a valid rejection. It’s just luck.
What’s important here is that the prospect’s reaction really didn’t have anything to do you with personally, because anybody else taking the same action at the same time would have gotten the exact same result. You simply you took an action that didn’t work.
Here’s another example. Suppose a guy is “selling” a woman on the idea that she should go out on a date with him. Talk about the potential for “rejection”!!! Millions of guys live in terror of this situation. Even so, much of the time the anticipated “rejection” is just an illusion.
I was once rather “smitten with” an attractive woman in my martial arts class. However, despite several attempts on my part, she simply would not go out with me. In fact, she seemed offended I had even asked. A classic case of “rejection,” right? I should have been crushed, right?
Not so fast! Since we hung with the same crowd, I began noticing the kind of guys she dated. They were all about 5′6″, dark-eyed, with long dark hair, and played in rock bands. I’m 6′1″, blue-eyed, with short blond hair, and write about business. Under her “rules” for what she found attractive in a potential mate, I wasn’t even in the ballpark.
So where’s the rejection? She had her rules; I didn’t fit those rules. That’s an invalid rejection because there’s nothing I can do to change who I am.
Now, suppose she actually had been the type who wanted to date guys similar to me. And suppose I had asked her out, but due to my awkward approach, she decided to “reject” the idea. That would mean is that my sales approach didn’t match her rules, even though the product met her needs. That’s a valid rejection, because my approach is something that’s within my control.
As soon as you realize that invalid rejections are just luck, most of so-called rejections simply become neutral events and the entire concept starts to lose its sting. With that in mind, here’s the next step…
Look out for the next post and the next simple step.
Source bnet.com
Comments are closed!