The Fear of On-going Rejection in Sales
Another reason for Call Reluctance among salespeople is the Fear of On-going Rejection. This generally happens when a salesperson makes phone calls to schedule appointments from a pre-determined contact list, and the seller usually asks a series of questions from a pre-determined, then rehearsed script.
Whenever a salesperson makes a marketing call to a prospect and goes through his sales questions, the seller may often meet some level of resistance on the other end of the line. At those times, as this process is applied, the prospect can often become defensive, negative, or will more than likely cut off communication with the salesperson. Because of this, there will be the times the salesperson may feel rejected, even though it’s the product or service and not the salesperson that is being rejected.
However, and whatever the reason may be, far too often, the fear of being rejected may be the reason the salesperson stop prospecting on the day. In fact, over time the Fear of Rejection may take on such mammoth proportions, the salesperson may not want to return to prospecting again at any time in the near future.
The Fear of On-going Rejection appears to be a genuine factor that more often that not holds salespeople back from selling with confidence.
Rejection is very personal to most sellers
To most seasoned salespeople, selling is a profession where the seller puts themselves on the line, each and every day they are selling.
Ironically price seems to be the most common reason salespeople give to overcome rejection – yet price should never be an issue in any selling situation where the salesperson has the option of selling on quality – but so often the price issue becomes the dominating factor.
As the price issue takes hold in the mind of the salesperson, the mental excuses suffered by the seller can take several forms, and you can hear them openly use excuses such as:
“They didn’t buy – they were just shopping.”
“They had no intention of changing their suppliers anyway.”
“They were just making sure their current supplier wasn’t overcharging.”
For whatever reason, when the salesperson’s mind takes control and the seller decides to shift the responsibility from his or her shoulders, the pain seems to start to ease. But what they don’t realize that It’s a temporary solution. The permanent answer they crave is a simple one – one as simple as using price to ease their pain of rejection – yet they don’t realize that if they stopped using price to quell their fear of rejection, they could then get on top of the problem they fear so much. If only they would take time to look for the real reasons, and face them square on, their fear of rejection will become less significant, the less significant the fear becomes, the easier it will be to close the sale.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies over 48 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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