Turn Rejection Into Success II
Rejection is something everyone fears – but it is also an obstacle to success.
At Enigin we teach Enigin Distributors not to fear “No” from potential clients, expect it and move on to those that will say “Yes”
You have to learn how to turn rejection into an incentive that motivates you to ultimate success.
Today we provide the second of four simple steps to accomplish this with more to follow in the next post:
STEP 2: Understand why you FEEL rejected
Why do you work? Money? Recognition? Achievement? Wrong, wrong, and wrong. All of those reasons are just outward manifestations of your real goal: you want to feel good about yourself.
For example, you think that you work because you want money? Wrong. What you really want is what the money can buy, and I’m not talking about that new Ferrari. I’m talking about the feeling that owning a Ferrari would give you.
No matter what reason you give for being in sales, trace it back, and you’ll eventually get to “it makes me feel good about myself.”
Therefore, rejection “hurts” because there’s something about the situation that makes you feel bad about yourself. To test this theory, imagine the biggest idiot you’ve ever known telling you that you’re stupid. Do you care? No. The “rejection” fails to sting because it doesn’t assault your sense of self. Who cares what that oaf thinks?
Rejection starts to sting as the result of three qualitative and highly subjective factors:
- Frequency. Everyone can deal with some rejection, but how much rejection can you experience before you start taking the negative feedback to heart? How many times can you contact a qualified prospect and get a negative response before you begin to take it personally? In other words, getting told a million times that you’re stupid might make you question your intelligence, even if you didn’t particularly respect the people saying it.
- Emotional Involvement. How emotionally involved can you become with somebody before you feel that the other person might know you so well that criticism hurts? For example, you might be reluctant to close because you’re afraid that your customer might feel “buyer’s remorse” and stop liking you — a form of rejection. In other words, if you like somebody, you’ll tend to feel pretty bad if that person tells you to go take a hike.
- Perceived Importance. As a sales rep, you’re likely to feel most comfortable contacting people who are of a similar (or lower) social class or educational background. However, you might find yourself avoiding people whom you feel are more important than yourself, because their rejection of you might seem to carry more weight or authority.
Understanding why you feel rejected is the first step to removing the “sting.” To do this, you take a different approach, depending on subjective reason that’s behind your feeling of being rejected.
Look out for the next post and the next simple step.
Source bnet.com
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