Resources from Gary O'Sullivan
Your Personal Sales Trainer
Sunday, May 8, 2011
Managing Fear of Rejection
You can manage your fear of rejection.
Everyone is afraid. The fear of prospecting is simply something to be managed. The courage to prospect does not mean the absence of fear; itís just the decision that succeeding is more important.
What does it mean to manage your fear or rejection?
Rejection is good
If no one rejected a salesperson, a salesperson would not have the opportunity to earn an above-average income. Therefore, rejection is good: it makes for a great earning opportunity.
Rejection is consistent
When you are prospecting, you get rejection every day. It becomes an expected part of what you do. Therefore you shouldnít be shocked by it or not know how to respond to it. Youíll learn to say, for example, ďThatís fine,Ē or ďI understand,.Ē etc.
Rejection is manageable
Prospects are not rejecting you. They donít know you well enough to do that. They are simply rejecting something they donít completely understand. If you understand that, then you can manage the rejection. Manage it by reminding yourself that they are not rejecting you, and knowing the rejection is coming, prepare a proactive response.
Remember what Zig Ziglar and Henry Ward Beecher said about managing fear:
Itís not what happens to you that determines how far you will go in life; it is how you handle what happens to you.
Oneís best success comes after his greatest disappointments.
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.