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.

Sales Training Tips: How to get over rejection

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Rejection: It happens!

Simon Chan

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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."

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brian

Dear robert_rpm, In golf, there is a saying that, "You drive for show, but you putt for dough." In selling, you prospect and present for show, but you overcome customer skepticism and gain commitment for dough. How would you rate your ability to answer objections and get the sale? This is the true test of how good you really are as a salesperson. The True Test of Selling This is perhaps the most stressful and challenging part of the sales process. It's where the rubber meets the road. It is your ability to answer the questions that the prospect puts to you and overcome his natural reluctance to make a commitment that wraps up the sales process. It is also the part of the sales process that salespeople dislike the most and which customers find the most stressful. Plan It in Advance The end game of selling must be carefully thought through and planned in advance so that you are thoroughly prepared to bring the sales conversation to its natural conclusion at the earliest and most appropriate moment. Fortunately, this is a skill, like riding a bicycle or typing with a typewriter, and you can learn it through study and practice. Handling Objections Comes First Handling objections and closing the sale are two different parts of the sales process but they are so close together that this chapter will discuss them as a single function. Just as there are reasons why people buy a product, there are reasons why they don't. Often answering an objection or removing an obstacle is the critical element in making the sale. You can answer the objection and close the sale simultaneously.

Make It a Reason to Buy Objections can be turned into reasons for buying. Just as there is a primary reason for buying a product, a hot button, there is a primary objection that stops the person from buying it. If you can emphasize the one and remove the other, the sale falls together naturally. Smaller Products Versus Larger Products In selling smaller products or services, where you can prospect and make a complete presentation in the first meeting, your approach to closing will be different from that required if you are selling a larger product in a multi-call sale that stretches over several weeks or months. Ask For the Order In the shorter, smaller sale, the prospect knows everything necessary to make a buying decision at the end of your presentation. Your aim should be to answer any lingering questions and then ask for the order. In the larger sale, you may have to meet with the prospect several times before the prospect is in a position to make a buying decision. You will have to be more patient and persistent. Action Exercises Here are two things you can do immediately to put these ideas into action. First, prepare yourself in advance for the endgame of selling by anticipating anything the customer might offer as a reason for not buying. Be ready. Second, look for the hot button, the reason the customer will buy, and press it. Meanwhile, find out his major reason for not buying and remove it. Brian Tracy

Shelly Levene .- The machine levene

GLENGARRY GLEN ROSS

David Mamet

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Character List

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Shelly Levene -  A washed-up real estate salesman in his fifties. Shelly "The Machine" Levene was successful years ago, but recently has hit a streak of "bad luck" and finds himself in danger of getting fired. He desperately wants to save his career, and this desperation is usually grotesquely apparent.

Ricky Roma -  A big-shot real estate salesman in his early forties. Roma is the top name on the board at his office, which means he is currently the most successful salesman. It is easy to see why he does better than the other men: he is smart, charming, and incredibly quick-witted. Rather than trying to force customers to submit to his sales tactics, as the others do, he lures people into thinking they want what he is selling.

John Williamson -  The manager of the real estate office, who is in his early forties. Williamson's job is to oversee the operations of the office and to assign the salesmen their leads. The salesmen dislike him because of his status as "company man"—he merely follows orders from Mitch and Murray, and the salesmen do not think he really understands the business.

Dave Moss -  An angry real estate salesman in his fifties. Moss harbors a great deal of resentment toward the company. He is not a subtle man, and tends to lash out angrily when under pressure. His sheer aggression makes him a more successful salesman than Aaronow or Levene, but he has none of Roma's verbal agility.

George Aaronow -  A timid real estate salesman in his fifties. Aaronow is extremely meek and mild- mannered. In conversation, faster talkers like Moss and Roma easily overpower him. His dullness is evident in his conversational tendency to merely repeat what other people are saying to him. Like Levene, Aaronow is not on the board and is in immediate danger of getting fired.

James Lingk -  A quiet, timid man in his early forties. We know that Lingk fears his wife, but we do not know what he does for a living or virtually anything else about his personal life. Lingk tells Roma that within his marriage he does not have the power to negotiate business deals.

Baylen -  A police detective in his early forties. We learn extremely little about Baylen's personality, as he spends most of Act Two offstage in Williamson's inner office, interrogating the salesmen about their knowledge of the break-in. Baylen's presence increases the tension in Act Two: we are aware that Baylen is investigating in the next room while all the onstage action is happening, and we therefore know that Baylen will be right there to make an arrest when the thief's identity is revealed.

Mitch and Murray  -  The two bosses of the real estate company who never themselves appear as characters in the play. Mitch and Murray give Williamson orders about how to run the office. They institute the nerve-wracking "sales contest" wherein the best salesman that month will win a Cadillac and the worst two will be fired. Moss and Levene both believe that Mitch and Murray ultimately bear responsibility for the cruel and unforgiving nature of their work environment.

Jerry Graff -  A former salesman who has gone into business for himself and never himself appears as a character in the play. In his new business, Graff now competes with Mitch and Murray. Moss suggests that Graff's business practices are wiser and more humane than Mitch and Murray's, but we have no way of knowing if this is true. At any rate, Graff's willingness to buy stolen leads demonstrates that he is no more ethical than Mitch and Murray.

Bruce and Harriett Nyborg  -  A couple who purchase real estate but never appear in the play as characters themselves. The Nyborgs are notorious in the sales community for wasting salesmen's time. They enjoy talking to salesmen but can never afford what they end up buying. They are classic "deadbeats."

Lemkin -  A mysterious character we never see. When Roma threatens to get Williamson fired, he tells him of his plan to go to Mitch and Murray's office to talk to "Lemkin." This is all we know about Lemkin, but we can infer that he is someone of importance who has the power to terminate employees in Mitch and Murray's office. In fact, "Lemkin" may be Mitch or Murray's surname.

closes

 

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