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Successful Selling Strategies for the Entrepreneur - Part 2

By Dr Paul E Adams |

Most of us dislike the word no. Certainly, anyone trying to earn a livelihood in sales finds it so. Yet, it is a way of life, as seasoned salespersons are apt to say, "it comes with the territory." Regardless of how common or frequent we hear it, we still do not like it, but like it or not, we must accept it and not let it influence our emotions or attitude. In fact, it helps to learn to like it.

Rejection is a way of life for salespeople because not every prospect needs our product nor can everyone afford it. Nevertheless, as I have said, no salesperson likes to hear that word "no." No one enjoys rejection regardless of the reason. We have a tendency to take it personally and we may feel hurt from such rejection as we do what psychologists' term "internalize it." Which is why we may get hurt or discouraged from being told no thanks in so many words. Many of us when rejected are quick to blame ourselves and suffer with the feelings of failure and personal rejection. How wrong we are, as it is inappropriate to confuse the rejection of a business proposition with a personal rejection.

Selling and business success depends on convincing others that we are right. We have the right idea for a business; the right product or right service and we are the right person or firm to deal with. It is not reasonable to for us to think that every one we approach is going to agree with us. Somehow, as we plead our case, we must come to an understanding that those who say no are not attacking us in a personal sense, but are saying no to our offer. Nothing else.

Let me share some statistics of rejection with you. If you make ten sales presentations to potential customers, regardless of the product or service, you may make one sale. You will experience nine rejections or a ninety-percent failure rate. Does that make you a failure? No! It means that ninety percent of the people you approached were not convinced, did not have a need, or could not afford your offer. Nothing more!

In my book, "Fail Proof You Business," I devote a chapter to helping people learn to deal with rejection and overcome the fear of asking for customers, business or money. If the fear of rejection is a serious personal problem for you, see a therapist, otherwise if you feel motivated enough to do it yourself, then start your own self-help program by beginning with small non-threatening requests. Take the gamble and begin by asking for small favors from friends and after some success, move on to strangers. Getting over the fear of rejection is much like getting over the fear of public speaking. You do it with practice. Rejection is a companion to your success. Don't let it hurt.

Successful Selling Strategies for the Entrepreneur:
Part 1
Part 3

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