Recently when asking an audience of salespeople what their favorite excuse was for not prospecting, one sales guy responded “fear of rejection.” This is a common answer that attempts to label Sales Call Reluctance, but it doesn’t correct anything.
Bruce Schneider, author of the incredibly interesting book Energy Leadership, shares about how we get our emotional buttons pushed on a consistent basis. If I said to you: “I don’t like your green hair.” (assuming you don’t have green hair!) You would not in any way be bothered by that statement because it wouldn’t compute. However, if I said “I don’t like your nose.” And if you have an issue with your nose, you would probably allow that statement to bother you.
When we are prospecting and the prospect does not respond with enthusiasm to our offering or they say something negative about our product/service or our pitch, we have a pivotal moment where we can choose to allow it to push our emotional buttons or consciously choose a different perspective.
All conflict is self-conflict. If we do not have any discord or doubt within us, our emotional buttons cannot be pushed by prospects. However, because we are all a work in progress we may not be convinced of our value yet. So continue to work on connecting to the value of your product/service. Really listen to the compliments from your current clients/customers and allow them to penetrate into your psyche. Allow yourself to feel a greater sense of self-worth and accomplishment than ever before. This exercise will build your emotional intelligence and you will be able to prospect with confidence and without negative reactions.
Nobody can reject you, unless YOU are rejecting you.
Connie Kadansky, Sales Call Reluctance coach helps salespeople get their “ask” in gear. 602-380-5431 or [email protected]