The biggest obstacle that you will face in your sales career is rejection.
Rejection is the number #1 reason that keeps people from really going high in sales. They are afraid of the great and mighty “NO”.
“Don’t call me back.”
“I’m not interested.”
“Take me off your list.”
Why is this such a big deal? When and how did this become rejection?
It started when you were a little kid and you got told “no” a lot. This caused you to start to link up “no” with doing something bad. So now every time you hear the word “no”, it triggers a visceral response that produces negative emotions.
But what constitutes rejection? Who decides what rejection is? Is it a part of your biochemistry? Or did you link up what rejection meant as a child so now as an adult you’re trying to do something, make sales, etc…but you’ve linked up certain things with being rejected, which now is keeping you from success.
Why don’t you just make it harder for you to feel rejected? Maybe being punched in the face should be the thing that you link up with rejection.
Rejection is the failure to take personal responsibility of the outcome of the interaction.
Let’s say somebody hangs up on you while you’re cold calling. Who’s fault is that? Well, you could think that it’s their fault because they didn’t even let you finish your pitch. The problem with this is that you fail to take responsibility of the outcome which will only hurt you.
Now, let’s say you know this person will hang up on you so you take a different route and stop by his/her business to introduce yourself without pitching anything. As a follow up a few days later, you call them. Do you think that this person will hang up on you now after having introduced yourself in person to them? There is a 99.999% chance that they will not hang up on you.
The point is that rejection needs to become a bat symbol for you to do more. When you’re creative, you can think of ways to get past a “no”. But if you fail to take responsibility for it, you will not be creative to find a solution.
Not taking full responsibility of the outcome is leading you to feeling rejected.
Instead of feeling rejected ask yourself what you did wrong and then work on correcting it.
Make it harder to feel rejected. Change your rule to feeling rejected. Your new rule could be that in order to feel rejected, somebody needs to spit in your face. Everything else is a sign that you need to do more and/or try other methods.