It is a little know fact that when a person is rejected the part of the brain that lights up is the exact same region that is responsible for registering physical pain. So if you are one of the people that thinks rejection is painful then I can assure you, you are not alone!
What you want to remember first and foremost is that rejection is not fatal. Having trained sales professionals for well over 15 years I have never seen one drop dead after hearing a rejection.
I think Sylvester Stallone said it best when he said;
The good news is there is a simple process for ensuring you minimise the pain you feel from this day forward when someone rejects you.
All you want to do is understand what the word "no" actually stnads for. It doesn't mean you are stupid or that you were unloved as a child. In fact it is alomst never personal.
"NO" only means one of the following three things:
1. Not my values
The client may value things differently to you as in what is importnat to them may not be importnat to you and vice versa.
2. Wrong strategy
The client may need to 'see' the product but you just keep on 'telling' them about it.
3. You haven't sold me yet
You may not have indentified their core needs yet or effectielty explained the logical and emotional benefits.
So now you can see rejection is not at all painful when you understand what it truly means.
For more information about selling and how to be overcome any objection, check out The Psychology of Influence our sales training course.
Here’s to your unlimited potential.
With gratitude, Benjamin J Harvey
Director of Change
