Sales Training Tips: How to get over rejection

Sales Training Tips: How to get over rejection

Fear of rejection is what keeps many people from getting in to sales. Mostly it's because they never learned how to deal with rejection in a way that slingshots them instead of holding them back.

Rejection: It happens!

Simon Chan

iew all6 photos

In this video, Grant Cardone, New York Times Best Selling Author, sales and business expert, talks about rejection and how to get over rejection. Rejection is going to happen no matter what. It doesn't matter if you're in traditional sales or looking to get something you want. Grant's most recent book is called Sell Or Be Sold - How to get your way in business and in life. Consider that anytime you ask for something or attempt to get something from someone, you may get turned down, you may hear no.

In baseball even the greatest of hitters strike out more than they get a hit. In football, they don't score a touchdown on every play and a boxer doesn't win every fight. Not every girl will go out you and not everyone will hire you.

Rejection is coming, like it or not. The secret to handling rejection is really in what you do about it and whether or not you decide to allow it to slow you down.

This video will show you a technique Grant did not learn about until he had been selling for 3 or 4 years. He realized that he could actually heal himself immediately after the moment of rejection. He did not need to spend two or three days or even a week being the effect of the rejection. Grant could heal himself of all rejection immediately. Like the Wolverine, from the X-Men. Wolverine is able to heal himself when he get's injured or shot or wounded.

You, like Grant, can do that the moment you get rejected or turned down, or told no. When you get rejected do these 4 things:

1. Know that you are the only one who can heal yourself.
2. Time is not the healer. The longer you take to heal, the less you can produce
3. Get over it. Grow up. Knock it off men and women! You cannot sit there and think Oh, I'm rejected its so bad."
4. Replace the lost opportunity with a new opportunity.

Understand all rejection you are experiencing, is really the fact that your pipeline is not full. It is not about the person in front of you, it's about the fact that your pipeline is not full and you have this realization that you need to go find somebody. If you want to know more about handling rejection and keeping your pipeline full go to CardoneUniversity.com and get your as Grant says, "freakin' healing on so you are the "Wolverine of Sales."

Jeffrey Gitomer is a nationally

Jeffrey Gitomer is a nationally renowned author and sales professional. He has written multiple New York Times Bestsellers and travels the entire world to share his insight and knowledge on the world of business and sales. Below is a wonderful list that I have compiled of some of his best quotes.

“Attitude allows you to see possibilities when opportunity strikes.”

“Attitude drives action. Actions drive results.”

“Business social media is the new cold call.”

“Change is not a four letter word, but often your reaction to it is!”

“Customer satisfaction is worthless. Customer loyalty is priceless.”

“Customers will want to talk to you if they believe you can solve their problems.”

“Every single person in every single company is either in sales or affects sales.”

“Find role models, not road blocks.”

“Great people have great values and great ethics.”

“I am the friendlist person in the world.”

“I consider myself a frequent flyer, flying roughly 200 times a year.”

“I don’t want features, I want value.”

“I graduated from high school in 1963. There were no computers, cell phones, internet, credit cards, cassette tapes, or cable TV.”

“If all it takes is an angry stranger to ruin your day, what are you doing to do if something really serious happens?”

“If you want to be the best salesperson, first you must be the best person.”

“In sales, it’s not what you say; it’s how they perceive what you say.”

“It’s win or nothing.”

“Management’s job is to convey leadership’s message in a compelling and inspiring way. Not just in meetings, but also by example.”

“Most salespeople would like to think of themselves as being rockstars, but they don’t display the talent to match their definition.”

“My website, my email magazine, my blog, my books, my corporate seminars, and my public seminars all create the ability for social media to work and all build reputation and ranking.”

“Obstacles can’t stop you. Problems can’t stop you. Most of all, other people can’t stop you. Only you can stop you.”

“People don’t like to be sold, but they love to buy!”

“Rock stars, like anyone else, have to show discipline an take consistent good actions.”

“Rules are in every company for everyone to follow. Eh, except salespeople.”

“Selling is a natural skill. It’s developed as a child. You may know it as persuasion.”

Gitomer: Fear of rejection is an excuse

By: Jeffrey Gitomer August 2, 2011 Comments Off

I am finally calling out the biggest myth in selling. Salespeople quit or fail because they “fear rejection.”

Give me a break. “Fear of rejection” is totally bogus.

Managers and sales trainers alike try to smooth it over by telling you crap like, “They’re not rejecting you. They’re just rejecting the offer you made them.” Horse manure! People reject both people AND offers.

THE MYTH IS: Salespeople don’t like to cold call because they fear rejection. Hey Sparky, salespeople don’t like to cold call because it sucks, and it’s a waste of time!

THE TRUTH IS: Salespeople aren’t in fear. (Except maybe of their abusive bosses or proposed “changes” in their comp plan.) They’re vibrant people who make the economy run. “Nothing happens until somebody sells something,” Red Motley said in 1946.

Fear of rejection is an easy way for sales managers and leaders to explain why their turnover is high. “Bob quit because he feared rejection.” Really? I doubt it. Bob quit because your leadership is weak and your soft skills training are weaker.

Fear of rejection and its evil twin fear of failure are best described as excuses. What you’re looking for, as a would-be successful salesperson, are reasons and answers why a sale does not take place.

So, what (other than fear) are the 10.5 reasons rejection takes place? And how can you decrease your rejection rate? Wouldn’t you rather have those answers? Read on …

1. Lack of attitude. Not just lack of a positive or a YES! attitude but also the lack of a winning attitude. You need to carry a copy of “The Little Engine That Could” on your iPad or Kindle and read it every morning.

2. Lack of preparation in terms of the customer. You may know what you offer, but you may NOT know what the customer wants, or (more importantly) why he wants it.

3. Lack of belief. Belief is the most important and most complex, yet least understood emotion in the science of selling. Belief is broken down into five parts.

Part 1: You have to believe you work for the greatest company in the world.

Part 2: You have to believe that your products and service offerings are the greatest in the world.

Part 3: You have to believe you can differentiate yourself in a manner that the customer perceives as valuable.

Part 4: You have to believe you’re a great salesperson capable of transferring a message and understanding customer needs.

Part 5: You have to believe that the customer is better off having purchased from you. Not believing it in your head. Rather, believing it in your heart. Belief is both painfully obvious and completely ignored when teaching salespeople how to be successful.

4. Lack of sales skills. Since most companies provide poor sales training, it’s the responsibility of the salesperson to gain their own knowledge by investing in books, seminars, online courses and all other means to gain sales wisdom, not just sales knowledge. CAUTION: Do not learn a “system” of selling. Sell in a way that makes you feel comfortable.

5. Lack of self-confidence. Self-confidence and preparation go hand-in-hand. It’s amazing to me that salespeople think they’re nervous when actually they’re just unprepared.

6. Lack of resilience. This is a key

element in the rejection-failure syndrome. Resilience is your inner strength to react to what happens to you, your outer strength and mental strength to respond to what happens to you and all your strength to recover from what happens to you. Building resilience wipes away fear.

7. Lack of personal pride in your work. Lack of attention to detail. Consistent lateness. Missed appointments. Cynical comments. Need I say more?

Read more: http://libn.com/2011/08/02/gitomer-fear-of-rejection-is-an-excuse-for-failure/#ixzz41fZzn0o9

Dealing With Rejection: 5 Ways to Turn a No Into a Yes

STEVE STRAUSS

FROM BUSINESS ON MAIN

"Dear Mr. Strauss: Thank you for your submission, but unfortunately ..."

When you're an entrepreneur, you hear the word "no" a lot. The not-so-fictional rejection letter above was just one of scores of similar responses I received for years from publishers back in the day when I was first trying to become a published writer. It took me almost a decade of hearing no before -- finally! -- that all-important yes came in the mail.

And that then raises the question: How do you deal with no? Or maybe even more important: How do you turn a no into a yes?

There actually are a lot of ways to turn a no into a yes, but let me first tell you one strategy that I don't want you to use: mimicry. There's a school of thought out there positing that if you subtly mimic people's verbiage, body language and the like, you can subliminally create rapport with them. Somehow, they're not supposed to notice that you're mimicking them, nor be insulted or feel manipulated by it, and instead will suddenly realize that you just have so much in common that they need to do business with you.

As you can tell, I'm not a big fan of that strategy. That's because 1) I've never seen it actually work, and 2) it is condescending and shallow.

Instead, here are five ways you really can turn that no into a yes:

1. Get a clue. No doesn't always mean no. Instead, often, it's just an easier answer than, "I'm not sure" or "I don't know" or "I'm not ready at this moment to give you an answer."

So your first step is to be able to ascertain whether a no is really just a way to buy some time. Small-business owners with whom you deal often resort to saying "no" because it saves time and is simply easier.

I remember one time when I was speaking with the representative of a big franchisor about carrying my USA Today column on their website, and while they seemed interested, the gentleman eventually said no. But since I knew that they truly were interested, I pressed a bit when normally I would not have -- was there something they needed, anything else I could offer? Within five minutes of me starting this casual, extra conversation, the gentleman decided that they really did want to carry the column. They were my clients for the next five years.

Lesson: No does not always mean no.

2. It's not you, it's me. George Costanza's famous breakup line is as applicable in business as it was on "Seinfeld." If you hear "no" a lot -- too much -- it is probably a hint that you are doing something wrong. The challenge then is to zero in on what that thing is. It could be any number of items:

• Your pitch may be off, or too long, or not detailed enough.
• Your product could be too expensive, or maybe too mediocre.
• Maybe your offer has no compelling call to action.

The best way to figure this out is to share what you are doing with a trusted colleague. Don't try and figure it out in a vacuum, because that obviously has not worked given the feedback the market has given you.

Or what about this: Ask the naysayer why he or she said no. Get some constructive criticism. The important thing is to get some feedback, learn from it, change things up, and get back out there.

3. Deal with the objections. The late, great sales guru and motivational speaker Zig Ziglar once said this about sales: "Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust."

That is a lot of noes, a lot of potential objections. But by understanding that no may really mean a prospect is actually worried about some or all of Ziglar's objections, you'll be armed with the ability to handle those doubts. If you forthrightly deal with their fears or objections, whatever they may be, then a no will not necessarily be, as Regis Philbin used to say, their "final answer."

4. Make it better. I saw Chicken Soup for the Soul author Jack Canfield speak recently. Canfield shared a principle that he uses to turn maybes and noes into yeses. He calls it "10." After he gives a pitch or proposal, he asks prospects, "Was my proposal a 10? If not, what would it take to make it a 10 for you?"

5. Don't take it too seriously. Having the right attitude about a no can really go a long way toward getting more yeses. After all, what is a no except a prelude to the next yes? As they say, smile and dial, smile and dial. As long as you keep throwing stuff against the wall, something is bound to stick.

Always remember that Babe Ruth was not only the home run king, but also a leader in strikeouts. There's a good lesson for all of us in that.

49 Great Quotes from Zig Ziglar

The Human Exclamation Point

“Today is a brand-new day. And it’s yours.” These are the words of the late Zig Ziglar, the American motivational speaker who died in late 2012, at the age of 86. Zig Ziglar was sometimes called “the human exclamation point”. He was always brimming with enthusiasm and positive energy as he led his revival-like “success conventions” until his retirement at age 84. Zig’s pithy maxims were delivered with a characteristic upbeat demeanor and Southern drawl which to some may seem over-simplified and perhaps even shallow. But there is a tremendous depth to his “can do” philosophy of positivity that continues to out -live the man himself.

Zig Ziglar’s Life and Career

Zig Ziglar was born in Alabama the tenth of twelve children and grew up in Mississippi. Zig’s father died when he was only five years old and so he learned to work at an early age, selling vegetables and delivering newspapers to help keep the family fed. A World War II veteran, he served in the United States Navy Training Program while attending the University of South Carolina. In 1944, he met his life-long love, Jean. They married just two years later and remained happily married for sixty-six years. He celebrated his last wedding anniversary just the day before his death. Zig is also survived by two of his three daughters and his son, Tom.
Zig Ziglar’s motivational career began by accident in 1965 when he filled in at a motivational seminar for a speaker who did not turn up. By then, he had established himself in a successful career in sales. After years of constantly changing locations, Zig was soon to be appointed as Vice President and Training Director of an automotive company and settled in Texas permanently. In 1974, after becoming a born again Christian, he wrote his first book ‘See You at the Top‘. The book was originally rejected by over 30 publishers but went on to become his most successful work. He went on to write over two dozen more books with titles such as ‘Raising Positive Kids in a Negative World‘, ‘Staying Up, Up, Up in a Down, Down World‘ and ‘Born to Win‘.

A Lasting Legacy of Positivity

Zig Ziglar books, speeches and even his very life extolled the virtues of not just positive thinking, but the importance of positive action as a key to success and the advantages of living a balanced life. Zig Ziglar’s life was a living testimony of the wisdom of his words. He practiced what he preached; he was a loving husband and father, church and community leader and a successful business person. Zig Ziglar was an inspiration to many thousands and perhaps millions of people. I hope that you find the quotes I have selected don’t just make you feel good for the moment, but inspire you to working harder and living a happier, more purposeful and productive life.

Zig Ziglar on success:

“Success is not a destination, it’s a journey.” — Zig Ziglar

“It’s not what happens to you that determines how far you will go in life; it is how you handle what happens to you.” — Zig Ziglar

“I believe that being successful means having a balance of success stories across the many areas of your life. You can’t truly be considered successful in your business life if your home life is in shambles.” — Zig Ziglar

“Success is the maximum utilization of the ability that you have.” — Zig Ziglar

“Money isn’t the most important thing in life, but it’s reasonably close to oxygen on the “gotta have it” scale.” — Zig Ziglar

“Success is the doing, not the getting; in the trying, not the triumph. Success is a personal standard, reaching for the highest that is in us, becoming all that we can be. If we do our best, we are a success.” — Zig Ziglar

Zig Ziglar on working hard:

“There is little you can learn from doing nothing.” — Zig Ziglar

“Motivation gets you going and habit gets you there.”

“The greatest of all mistakes is to do nothing because you think you can only do a little.” — Zig Ziglar

“There are no traffic jams on the extra mile.” — Zig Ziglar

“When you are tough on yourself, life is going to be infinitely easier on you.” — Zig Ziglar

“Every success is built on the ability to do better than good enough.” — Zig Ziglar

“Everybody says they want to be free. Take the train off the tracks and it’s free-but it can’t go anywhere.” — Zig Ziglar

Zig Ziglar on kindness and friendship:

“If you go looking for a friend, you’re going to find they’re scarce. If you go out to be a friend, you’ll find them everywhere.” — Zig Ziglar

“You will get all you want in life, if you help enough other people get what they want.” — Zig Ziglar

“Be helpful. When you see a person without a smile, give them yours.” — Zig Ziglar

“Among the things you can give and still keep are your word, a smile, and a grateful heart.” — Zig Ziglar

“You never know when a moment and a few sincere words can have an impact on a life.”

“The way you see people is the way you treat them.” — Zig Ziglar

“Every obnoxious act is a cry for help.” — Zig Ziglar

Zig Ziglar on motivation:

“People often say motivation doesn’t last. Neither does bathing — that’s why we recommend it daily.” — Zig Ziglar

“Do it, and then you will feel motivated to do it.” — Zig Ziglar

“You don’t have to be great to start, but you have to start to be great.” — Zig Ziglar

“Don’t be distracted by criticism. Remember ~ the only taste of success some people have is when they take a bite out of you.”

“You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.” — Zig Ziglar

“Outstanding people have one thing in common: an absolute sense of mission” — Zig Ziglar

“If you can dream it, then you can achieve it.” — Zig Ziglar

Zig Ziglar on attitude:

“You can succeed at almost anything for which you have unbridled enthusiasm.” — Zig Ziglar

“Ask yourself a question: Is my attitude worth catching?” — Zig Ziglar

“Life is too short to spend your precious time trying to convince a person who wants to live in gloom and doom otherwise. Give lifting that person your best shot, but don’t hang around long enough for his or her bad attitude to pull you down. Instead, surround yourself with optimistic people.” — Zig Ziglar

“Success means doing the best we can with what we have. Success is the doing, not the getting; in the trying, not the triumph. Success is a personal standard, reaching for the highest that is in us, becoming all that we can be.” — Zig Ziglar

“Rich people have small TVs and big libraries, and poor people have small libraries and big TVs.” — Zig Ziglar

“You are what you are and you are where you are because of what has gone into your mind. You change what you are and you change where you are by changing what goes into your mind.” — Zig Ziglar

Zig Ziglar on character:

“If you’re sincere, praise is effective. If you’re insincere, it’s manipulative.” — Zig Ziglar

“You cannot perform in a manner inconsistent with the way you see yourself.” — Zig Ziglar

“The foundation stones for a balanced success are honesty, character, integrity, faith, love and loyalty.” — Zig Ziglar

“What you get by achieving your goals is not as important as what you become by achieving your goals.” — Zig Ziglar

“Make today worth remembering.”

“Every choice you make has an end result.” — Zig Ziglar

Zig Ziglar on happiness:

“Happiness is not pleasure, it is victory.” — Zig Ziglar

“If standard of living is your major objective, quality of life almost never improves, but if quality of life is your number one objective, your standard of living almost always improves.” — Zig Ziglar

“Duty makes us do things well, but love makes us do them beautifully.” — Zig Ziglar

“The more you are grateful for what you have the more you will have to be grateful for” — Zig Ziglar

Zig Ziglar on failure:

“If you don’t see yourself as a winner, then you cannot perform as a winner.” — Zig Ziglar

“Failure is an event not a person” — Zig Ziglar

“The chief cause of failure and unhappiness is trading what you want most for what you want right now” — Zig Ziglar

“Lack of direction, not lack of time, is the problem. We all have twenty-four hour days.” — Zig Ziglar

“If you learn from defeat, you haven’t really lost.” — Zig Ziglar

“Sometimes adversity is what you need to face in order to become successful.” — Zig Ziglar

TOM HOPKINS tonality

Hello Robert,

Tonality refers to how you use your voice to speak during your sales appointment. How you speak during your sales appointments will powerfully communicate your enthusiasm and conviction for your product. If you primarily sell over the phone (with no video conferencing), your tonality is your entire nonverbal communication! 

Wait-and-see salespeople believe that value of content alone is what persuades buyers to take action. They think, Sure, enthusiasm is helpful, but really, either buyers want to take action or not.So the wait-and-see salespeople drone their way through the presentation, paying little attention to how the presentation is being received. When buyers don't leap to purchase the product, the wait-and-see salespeople shrug and blame fate for not sending them more enthusiastic buyers. 

Don't make that mistake! 

• How you deliver the content of your presentation directly affects the persuasiveness of your presentation. 
• How you ask your buyers to take action directly affects the probability of their taking action. 

One of the most persuasive elements of tonality is volume. Pay attention to the volume of your voice and the volume of the buyer's voice. It's important. Do you speak to every buyer at the same volume? No. 

Many salespeople believe that to speak with enthusiasm they must speak loudly. That's not necessarily true. You can speak quietly or loudly yet still communicate with enthusiasm. 

How loudly should you speak with buyers? 

By applying the three principles of rapport to your tonality during your sales appointments, you will adjust the volume and intensity of your voice to that of your buyers. Ideally, you will match the buyer's speed and volume of speech within the first ninety seconds of contact. When the buyer speaks loudly, you will want to increase the volume of your voice close to his. He could be speaking loudly because he is hard of hearing. He may just be a normally loud speaker. 

When a buyer speaks quietly, decrease the volume of your voice. You do not need to match the volume of your buyer's voice exactly, but come relatively close. The idea is to make her as comfortable as possible with you. Close enough is usually good enough. 

Consider the perspective of your buyer. If she is soft-spoken and you speak loudly to her, it is possible she might assume you are a stereotypical, blustery salesperson? You could, in effect, push her away . 

On the other hand, if your buyer speaks with a booming, powerful voice and you speak in a mild, quiet manner, is it possible he might think that you lack confidence in your company, in its products, or in yourself? The answer is yes. He may then attempt to dominate the sales process, and you may lose control. 

The issue is not whether speaking loudly or quietly is more persuasive. In each example, the challenge is created by the difference in volume between you and your buyer. Matching tonality is a penalty situation. Too much of a difference in volume will distract your buyer from the message of your presentation, and will often lead to a no-sale situation. Make it a habit to talk to your buyer in a similar volume to what he uses, but within the natural range of your voice.

Wishing you greatness,

Tom Hopkins