Turn Rejection Into Success III
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”.
You have to learn how to turn rejection into an incentive that motivates you to ultimate success.
Today we provide the third of four simple steps to accomplish this with more to follow in the next post:
STEP 3: Remove the Sting of Rejection
Now that you know why you feel rejected (Step 2), your job is to weaken the ability of the “rejection” situation to make you feel bad about it.
- Frequency. To make yourself feel less vulnerable in this area, you must first throw out all the invalid objections (as defined in Step 1). Don’t even count them. They’re nonsense. If you still feel that you’re getting a lot of rejections, then look at the norms for other professionals at your level. If you discover that you’re in the ballpark for everyone else, there’s no particular reason to feel bad about being rejected. If it turns out that you are getting valid rejections more frequently than your peers, then you’ll need to figure out what sales skill is missing or broken in your tool kit, and then work on it. We’ll get to that in STEP 5 of this post.
- Emotional involvement. The cure for this subjective ailment is to value both what you’re offering AND the relationship. If you truly value both, then there is absolutely NO reason why you shouldn’t want your customers to be your true friends. If it turns out a your friend doesn’t want or need your offering, it’s not a rejection of you, but of the need for your offering. Because it’s not about you, stop worrying about it. If it’s just a matter that your friend doesn’t want or need what you’ve got to offer, then you can go ahead and be happy for that friend didn’t buy. That’s what your friend wanted and your offering is still good. And you’re doing what’s right by your friend.
- Perceived importance. The cure for this is simply to believe in yourself. Here’s the honest truth: if you’re offering something that’s crucial to the success or happiness of your customer, you are as important as the biggest bigwig on the planet. Here’s another big truth: most bigwigs are exceedingly average people who’ve stumbled into their success. They’re not Gods Among Men Whose Judgment Must Be Valid. They’re everyday dudes and dudettes, just like you and me. So get some perspective. The opinion of some muckety-muck is just not all that big a deal.
The trick to bulletproofing yourself against rejection is to let people have their own emotions and beliefs, and then simply use whatever happens as either a signal to improve your skills (a valid objection) or a signal to exercise your “so what” mental muscle (an invalid one).
Look out for the next post and the next simple step.
Source bnet.com
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