No, No, No, No, YES!
An article by Jim Connolly
None of us like to feel rejected. So, what do we do? We avoid situations where we are likely to encounter rejection. Makes sense doesn’t it?
Well, not if you are in sales or responsible for developing a business!
I am yet to discover a way to massively increase business without encountering some rejection. Not everyone you speak with is going to want to buy your product or service. However, the only way to locate those that DO want to spend their money with you is to 'prospect' regularly. The term prospect is borrowed from the original gold prospectors; who would head off with their sieve and 'prospect' through gravel and soil until they struck gold.
How do you feel about prospecting; making the 'phone calls, writing the letters, attending networking events etc?
If you are responsible for generating new business, your attitude to prospecting and the sales process will literally determine how far you can go - it really is that important! One of the best ways to deal with the rejection that comes from prospecting is to understand that in order for you to gain a client or customer; you must first gain some rejections. See each rejection as an indicator that you are being active enough to start getting some "yes's". Now, I am assuming that you already know all about your service or product AND that you have developed the simple, basic negotiating skills required to make a sale.
If business is quiet for you right now, stop blaming the time of year and the economy, get off your bottom and make something happen RIGHT NOW! Pick up your ‘phone and call a prospective client or customer, send out some letters, look for new products or services to sell to existing and new clients – but do something NOW!
Don’t complain – and then stay the same!
YOU are the master of your own destiny. There are legions of people, right now, DESPERATE for your product or service. YOU simply need to get a few more ‘No’s’ in your ear and you can achieve anything you want.
I’m excited for you just thinking about it!
To your success,
Jim Connolly
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