This FEAR (worries OF REJECTION) could very well be the HARDEST to detect in a salesperson - but undoubtedly, the EASIEST to correct. Yet far too many salespeople tend to take rejection personally. This kind of (so called) rejection is due to prospect's and include as diverse a range of easily solved problems as:

? "I cannot afford it" ? "Your price is too much" ? "Your product is overpriced" ? " https://www.rospromtest.ru/content.php?id=33 has a better product" ? "I don't believe the colour will match" ? "I'll pay an excessive amount of interest" . . . etc. To any salesperson, they are normal objections, and so are easily answered. But to someone who has begun to take rejection personally, they become an affront that cannot be answered easily. This personal rejection mainly rears its ugly head when these salespeople experience issues with their closing rates:

? When their enthusiasm drops;

? When their attitude changes in one of "I could" - to 1 of, "I'm uncertain".

? When life offers them a lemon - plus they simply suck onto it.

Put simply, personal problems enter into and prioritise themselves in the individual's workplace performance. Here too, the answer is simple. What the chance is rejecting isn't the salesperson, however the offer. In fact, usually, the prospect is not even rejecting the product or service for sale. Again, the only thing that's being rejected is the offer. A very important factor the salesperson can study from this encounter is that the prospect is REALLY saying "GIVE ME MORE INFORMATION ON HOW I CAN OBTAIN YOU." . . . "IF YOU SELL ME PROPERLY, CHANCES ARE I'LL BUY - BUT SELL ME PROPERLY FIRST". If the attitude is wrong, the salesperson doesn't hear what the prospect means - the salesperson only hears what the chance says.

1. FEAR MUST NOT BE THE ENEMY

Many years ago I was taught a mnemonic. Fear stands for:-

False Evidence Appearing Real = FEAR I have no idea where it came from, but I know it's true. Fear shouldn't set-in in selling. The salesperson may be the expert for that service or product. The salesperson has more expertise, more experience, more knowledge and better back-up than any prospect.

Apprehension, consternation, dismay, dread, fright, horror and terror are a number of the by-products FEAR can instil. The salesperson should realise that a lot of good selling presentations are designed around FEAR. In fact, FEAR sells far better than any other sales structure or process available to the salesperson today. If the salesperson learns to put this knowledge into the right perspective, they will benefit from FEAR.