se you NEEDED the 8 "no's," to earn your 2 sales. Without those 8 "no's" you wouldn't have received the 2 "yes's." The multiple sales that you think you "lost" were actually just stepping stones to take you closer to the WINS you earned. Now, think about a word I just used a second ago, "lost." Isn't it interesting that we feel like we've lost something, when the fact is we never One of the toughest parts about owning a business and more specifically, being in sales, is handling rejection. Some may find that day after day, knocking on doors and calling prospects blindly is a tough pill to swallow. What makes this pill even larger is the inevitable fact that most of the people you come in contact with will be telling you "NO!" If you've had the feeling of your heart sinking into your stomach, you are not alone. Over the years, I have been on thousands of sales calls and have certainly lost my fair share. The disturbing part wasn't necessarily the lost sale, but the way I felt afterward. My ego was damaged and I didn't want to speak to anybody. The mere thought of the loss sickened me, and I'm an OPTOMIST! Was there something wrong with me? Why was this happening?

Top sales people understand a simple truth about selling their products and services. They will not be a fit for everyone. This point is a critical factor in eliminating your feelings of rejection on a sales call. An important part of handling rejection is the realization that the prospect's decision not to buy is typically not personal, but just business. The best way to look at this is to track your activity and see what your selling statistics really are. Are you closing 1 in 10 appointments or 5 in 10? By knowing this, you can turn those ratios to your positive advantage. For example, if your ratio is 2 sales out of 10 closing appointments in a week, that means that 8 prospects decided not to buy. That's okay because you NEEDED the 8 "no's," to earn your 2 sales. Without those 8 "no's" you wouldn't have received the 2 "yes's." The multiple sales that you think you "lost" were actually just stepping stones to take you closer to the WINS you earned. Now, think about a word I just used a second ago, "lost." Isn't it interesting that we feel like we've lost something, when the fact is we never

our heart sinking into your stomach, you are not alone. Over the years, I have been on thousands of sales calls and have certainly lost my fair share. The disturbing part wasn't necessarily the lost sale, but the way I felt afterward. My ego was damaged and I didn't want to speak to anybody. The mere thought of the loss sickened me, and I'm an OPTOMIST! Was there something wrong with me? Why was this happening?

Top sales people understand a simple truth about selling their products and services. They will not be a fit for everyone. This point is a critical factor in eliminating your feelings of rejection on a sales call. An important part of handling rejection is the realization that the prospect's decision not to buy is typically not personal, but just business. The best way to look at this is to track your activity and see what your selling statistics really are. Are you closing 1 in 10 appointments or 5 in 10? By knowing this, you can turn those ratios to your positive advantage. For example, if your ratio is 2 sales out of 10 closing appointments in a week, that means that 8 prospects decided not to buy. That's okay because you NEEDED the 8 "no's," to earn your 2 sales. Without those 8 "no's" you wouldn't have received the 2 "yes's." The multiple sales that you think you "lost" were actually just stepping stones to take you closer to the WINS you earned. Now, think about a word I just used a second ago, "lost." Isn't it interesting that we feel like we've lost something, when the fact is we never

ith me? Why was this happening?

Top sales people understand a simple truth about selling their products and services. They will not be a fit for everyone. This point is a critical factor in eliminating your feelings of rejection on a sales call. An important part of handling rejection is the realization that the prospect's decision not to buy is typically not personal, but just business. The best way to look at this is to track your activity and see what your selling statistics really are. Are you closing 1 in 10 appointments or 5 in 10? By knowing this, you can turn those ratios to your positive advantage. For example, if your ratio is 2 sales out of 10 closing appointments in a week, that means that 8 prospects decided not to buy. That's okay because you NEEDED the 8 "no's," to earn your 2 sales. Without those 8 "no's" you wouldn't have received the 2 "yes's." The multiple sales that you think you "lost" were actually just stepping stones to take you closer to the WINS you earned. Now, think about a word I just used a second ago, "lost." Isn't it interesting that we feel like we've lost something, when the fact is we never

ust business. The best way to look at this is to track your activity and see what your selling statistics really are. Are you closing 1 in 10 appointments or 5 in 10? By knowing this, you can turn those ratios to your positive advantage. For example, if your ratio is 2 sales out of 10 closing appointments in a week, that means that 8 prospects decided not to buy. That's okay because you NEEDED the 8 "no's," to earn your 2 sales. Without those 8 "no's" you wouldn't have received the 2 "yes's." The multiple sales that you think you "lost" were actually just stepping stones to take you closer to the WINS you earned. Now, think about a word I just used a second ago, "lost." Isn't it interesting that we feel like we've lost something, when the fact is we never se you NEEDED the 8 "no's," to earn your 2 sales. Without those 8 "no's" you wouldn't have received the 2 "yes's." The multiple sales that you think you "lost" were actually just stepping stones to take you closer to the WINS you earned. Now, think about a word I just used a second ago, "lost." Isn't it interesting that we feel like we've lost something, when the fact is we never had anything to begin with. How can you lose a sale if you never had it to start?

Another key factor to effectively handling rejection is to change your attitude about the word "NO." Most of my clients go into shock initially when they hear my philosophy because it's contrary to most sales training seminars they have attended. Simply put, getting your prospect to a "NO," is a GOOD thing. Read the last sentence again if you don't believe that I said it… There are 4 key qualifications to getting a prospect quickly to a "NO," in the world of sales:

1. If they don't have a need or compelling reason to utilize your products or service
2. If they aren't committed to fixing the problem
3. If they aren't the actual decision maker
4. If they aren't willing and able to invest in your solution

If you really think about your last few business deals that ended in a "NO," they probably weren't qualified to work with you in the first place. I teach my clients to strongly qualify each prospect and to actually push them to a "NO." The word "NO" should actually empower us as sellers to move on emotionally, while saving us time and money by not continuing a pointless cat and mouse game.

Your current attitude and philosophy towards rejection and hearing the word "NO" could be a huge determent in building a successful business. Use the pointers discussed in this article and truly commit yourself to changing your ways for future success and happiness in business.

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