A sales person with a fear of rejection is like a lifeguard with a fear of water. It is a serious problem. Although, faced with a constant flow of rejection, absorbing one “No” after another, it is only understandable to begin to develop a pessimistic anticipation when closing sales. In addition, those old thoughts like, “It takes X amounts of NOs to get a YES…” and, “You should not take rejection personally…” provide little comfort.

However, there is a way to get past this mental block. Mental block is certainly the term, as the statistics will always prove that the fear is more psychological and emotional than physical. Following is a practical way to look at this; to think about it, to help you get rid the fear of rejection once and for all!

Understand the Fear
Let’s face it; the fear is not unfounded, in particularly when you work on a 100% commission. The problem is that rejection in sales involves the loss of money that is often substantial. The fear comes from the risk of losing income, and since that income provides for nearly everything you have and do, then the risk is great. As a sales person faced with possible rejection, in your mind, it is more than just the potential loss of money. It is the possible loss of everything: your home, food, auto, family, dignity and your lifestyle, as you know it.

Put the Fear in Perspective
When you, even subconsciously, feel that so much is at stake, you naturally fear. Therefore, you first need to put the situation in its proper perceptive. When you ask for that sale, what is it that is really at stake? You are about to ask for the sale in which there is a potential commission of £1,000 on the table. Naturally, you feel that if rejected, you lose £1,000. However, that is not true.

What is Actually at Risk?
To determine what is truly at stake, figure out the momentary value of that one sales call. As an example, let’s say that you earn an average of £1,000 when you close a sale. However, with a 20% closing average, it takes you five closing attempts to close one sale. Therefore, each closing attempt is essentially worth but one fifth of the total, or £250. Should the prospect buy, you earn £250, not £1,000. Does that make sense?

What Do You Lose?
Let us take this a step further though. Since you earn £250 per closing attempt, it does not matter if the prospect buys or not…you STILL earn £250! Every time you ask for the sale, you earn a certain amount of money…period.

You Are Paid Every Time!
Do you fear rejection when cold calling? Assume that you earn £250 for every closing attempt. Yet, it takes you 10 cold calls to set one appointment for that closing attempt. Therefore, you essentially earn £25 for every cold call you make—-regardless of the outcome of any individual call!

Figure out your actual numbers; the true value of each closing attempt and each sales activity in your business. It does not matter if you earn £250 per close, or £25. It does not matter if you make £10 per cold call or £1. The fact is that you get paid for every sales activity, rejection or not.

You lose nothing. You risk nothing. You get paid no matter what.

What is there to fear?

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell…

Setting good sales goals is a key to a successful sales career. While setting goals too low can have an adverse affect on your performance; setting goals too high can be even more damaging.

Goals set too high can be detrimental to your psyche; plunging your self-esteem and confidence to dangerous new lows. So, how high should you aim your arrow?  Or better yet, when is a goal too high?

When a Goal is Too High
Some would argue that it is impossible to set a goal that is too high.  However, it is not only possible, but sales people and management do it all the time. A goal is too high when you do not or cannot create a detailed and realistic plan to reach that goal.

When you set a goal or sales target and have no legitimate idea of how you intend to reach the goal, it is not actually a goal; it is a wish.  While your sales goals should exceed your immediate grasp, you must have a tangible and most importantly, a believable plan of action to achieve the objective.  You need to set lofty goals that stretch and challenge you, but they must be realistic.

Aim high, but keep the facts in mind
Take into consideration your current sales activity numbers when setting sales goals. Examine your closing averages, average sales earnings, the number of completed closing attempts, etc. Then set a goal that will exceed those numbers, but is still in the realm is possibility.

For instance, let’s imagine a sales person who has a closing average of 20%.  He has been averaging 75 closing attempts per month, and 15 sales. Let us future assume that due to the length of time of his sales interaction, the maximum amount of sales closing attempts he could possibly complete in any given month is 100.

To set a goal of 20 sales for the month, would push him to have to complete 100 closing attempts or more, or close at a slightly higher rate.  However, he could map out a daily plan to achieve that objective.  Alternatively, a goal of 30 sales would be unrealistic and too high. He would have to increase his closing average by 50% overnight, or complete 150 closing attempts or some combination.

Aim high and push yourself.  However, be sure to have a plan that is humanly possible.  Remember, Selling is Science…not Sorcery!

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

Below is a powerful idea for sales incentive programs that you can alter to fit your organisation, that will inspire your team and boost your sales revenue!

Beat the Boss
This is an extremely effective sales challenge that will not only motivate, but will help solve many other sales management problems as well.  Have a week, or month in where the field sales manager, that immediate supervising coach; gets out in the field, on the telephone and in the trenches just as the rest of the sales crew…full time.  If needed, construct a method to assign a handicap to the manager or the team to level the playing field. 

The sales manager competes directly with the sales team, who individually try to out-sell the manager.  Of course, the sales people who sell more than the manager does, wins a great prize.  However, no matter what the prize, it will never compare to the pride and bragging rights the sales person will gain and keep for life!

This also helps to ensure that first-level sales managers stay in touch with reality and do not become armchair executives.  Should the manager lose, he or she actually wins, as sales people produce well above their normal levels, attempting to win.  Should the manager win, he or she now has proof in the coaching and training they provide, and this will positively change the way the sales team performs over the long-term.   

Lead By Example
One of the main problems front-line sales managers have is that they usually do not demonstrate to the team that they can actually do what they teach and demand of the sales people.  Sales people are human and you cannot expect them to take everything completely on faith.

Often, when that supervisor demands, “You can and must make ten sales every week,” some sales people are thinking, “Oh yeah?  Well if it’s so easy, let’s see you do it!”

To infuse real motivation and create a situation of true leadership, sales people need to see the techniques and tips they are taught actually work in real life, rather than just on chalk.  The front-line sales manager must be the field general and be able to lead the team by example.

Have a beat-the boss-week or a meet-the-manager-in-the-field-month, and motivate your sales teams to the next level!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

“I have just started with a new company and prospects seem to know that I am new right away.  Since I have little experience in this industry, I have trouble gaining the buyer’s trust.  They ask for history and for client references that I do not yet have.  How can I develop a successful performance record and client list if I need to show a successful performance record and client list to develop one?”

Here is my take on this…

• Do not try to hide the fact you are new; be excited about it
• Become a customer, build the value of the product and company
• Be happy to qualify as a sales rep for the company
• Leverage the success of your colleagues

Do not try to hide the fact you are new; be excited about it
First, do not ever try to avoid or conceal that you are new.  In fact, be proud and excited about it.  Let the prospect know that you are thrilled and honoured to be working with such a company, representing such a great product.

“Mr Prospect, I am so excited and even grateful to be working for XYZ Widgets.  As a new member of their sales team, I can see how they treat their customers and employees.”

Become a customer; build the value of the product and company
Enthusiastically explain to the prospect why you chose this company and product or service. Selling is essentially a transference of felling; meaning that if you can help the prospect to feel the same way you feel about the product, they would buy it like you did.  If you joined the company purely for reasons of money, then you made a mistake.  Only sell what you truly believe in.  Let the prospect know why you are so excited to sell this product and work for such a quality company and build up the company.  Explain why you chose to work for the firm.

“Looking for the right company to work for, Mr Prospect; I did my research.  I can only work for a company that I know provides quality service to their customers.  I mean, if I am to represent them, I HAVE to be sure, and with XYZ, I am more than sure.”

Be happy to qualify as a sales rep for company
As you build the creditability of the company, also add how they have strict hiring guidelines and only hire quality people.  Explain this organisation only hires the best people for long-term, career positions and you are proud that you passed the test.  

“Also, Sharon, XYZ is strict and careful about whom they hire.  The average sales person with us has been there over ten years!  They only hire quality people and I am glad my history passed the test.”

Leverage the success of your colleagues
Finally, leverage the success, reputation, history and client lists of your associates.  If you need help doing this, get with your sales management.  You should easily be able to reference other people in your company and point to their clients and history.

“Mr Prospect, my supervisor, Steve, has been with us for 32 years and he has over 100 satisfied customers in this area.  When you buy from me you get my whole company.”   

Don’t run from newness convert it into freshness.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

It’s Never Too Late
One of the problems with any sales contest is that there can be a point that sales people feel they have lost well before the end of the contest period.  In a month long contest, sales people who have a bad first week or two, can feel that their chances for winning anything are over.  With such a negative thought process, sales people produce less than if there was no contest in place.  In addition, there are sales people who believe they are not as skilled as others are.  Therefore, before the contest begins, they feel they cannot compete with the superstars and take on a defeatist attitude from the beginning. 

Wild Card Draw
One way to avoid this is to include a method for everyone to win at least some prizes and recognition regardless of skill level or how late it is into the contest.  An effective way to achieve this is to use a Wild Card Drawing type system that rewards sales people for work ethic and minimum acceptable results.   

For instance, the grand prizes may go to the sales people with the highest total production and most sales.  However, perhaps you have a drawing in where at the end of the contest period, you pick several names from the collection and each sales person whose name comes out of the “hat” wins something.

You can award sales people a single drawing card for every sale they close or even for attempting a certain amount of closing attempts.  Maybe you can award a drawing card for sales people who set the most appointments. 

In this way, all sales people have the opportunity to win major awards and never feel as though it is too late.  Sales people will concentrate on completing more sales tasks, such as making calls and appointments.  Create a way to level the playing ground and give all sales people an opportunity to compete.

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

Every Step in the Sales Process is Important

Remember that closing the sale is only one step in a complete sales process.  Closing the sale is the result of a sales process that actually entails many sales activities other than the sales interaction and closing.  However, most sales management teams reward only that end result—the amount of sales.   While some may feel that closing the sale is the most important achievement in the process, it is actually one of the least important.

Before you can close the sale, you have to complete a successful sales interaction.  However, before you can have that sales interaction, you have to secure an interview, an appointment.  Before you can get an appointment, you have to make calls or send emails or knock on doors.  Yet, before you can prospect, you have to have leads.  Where do you get the leads?

Understand that every step in the sales process is important and if you fail at the very beginning sales tasks, you will never be in position to close the sale.   Furthermore, if you are in position to close sales more often, just by the law of averages you will close sales.  So, why pay so much attention to closing sales, when perhaps you need to reward your sales people for doing more of the things that get them in position to close sales?

Activities that Get Them In Position

Prospecting activities are great motivators and extremely important sales tasks.  As a sales manager, you know that the more cold calls the sales person makes, the more decision makers (DMs) he will reach, the more appointments he will set and the more sales he will close.  

When sales are slow and sales people are hanging their heads, have an appointment-setting contest.  Reward the sales person who can set and go out on the most appointments in one week.  Or perhaps you can launch a cold calling contest and reward who contacts the most DMs.  

Set goals based on sales activities.  Instead of a goal where the team must reach X amount of sales this month; perhaps make it X amount of qualified sales interactions.   Keep in mind that when sales people begin to lose motivation and begin to feel hopeless, their sales related activities dramatically diminish.  They begin to make fewer calls, and send out fewer emails, which of course, make it that much harder to get back on track.  

Set sales activity targets and reward sales people for completing more of the little goals that will result in more of the big goals!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

This is a good time to identify what you’ve done recently in your sales portfolio and what you can look forward to in the coming months. Here are some very effective questions to help you identify how well you are doing and to take stock of how well you’re geared up for the next quarter:

1. How well are you doing year-to-date versus your target? Are you getting near to or exceeding the goals you originally set?

2. If things carry on as they are going, how will your figures be looking at the end of the second quarter?

3. What can you specifically do today that will have an impact on how you are going to do in the next quarter?

4. Are there any new strategies, ideas, plans or actions that you can put into operation to affect your next quarter’s performance in a positive way?

You don’t need me to tell you that you are either below, on, or exceeding your target.

If you are behind, analyse what you can do to get rid of the obstacles that are hindering your progress.

If you are on target, congratulate yourself, then identify what you need to do to keep the momentum going.

If you are ahead of target, decide what you did right and what you can do to keep your foot firmly on the accelerator.

Don’t take your eye off the ball. Now is not the time to slow down. Keep your motivation high and you’ll see your figures rise during this next quarter.

Happy Selling

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

The result?

66% of people now use the stairs!

A great example example of what can be done with a little thought…

All the best

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

I trust you’re keeping well, and sales are good?

Those of you involved in computer programming will know how important every line of a programme is.

If just one instruction is left out, incorrectly written or in the wrong place, it can cause chaos.

However, the most important line in a programme is the line that ends “.exe”

Yes, it’s the ‘execution’ line, the instruction that tells the computer to carry out all the other instructions.

Without that, the programme is useless.

What about our ‘execution’ line?

We can learn all the theory we want about sales; we can attend all the courses and seminars; we can
read all the books…but unless we ‘execute’ and put into practice all the ideas we have picked up, we
are just ‘knowledge sponges’ and our value to our clients will be minimal at best.

So today, think about:

How can I put into practice that one brilliant idea I picked up at that sales course?

What action can I take today that will make a real
difference with my next prospect?

Remember: The theory is just theory until it’s
executed in the right way.

Have a great selling day!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone: 0800 849 6732

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“Hi Sean,

No matter what I do I can’t motivate my team to make more sales. They are on good salaries, have good conditions and no matter what I say in team meetings or what I offer in terms of reward or recognition, I get nothing back!

What can I do to motivate them?

Vijay Lal

—————————————

This is a great question and one I get asked a lot.

Motivation is a thing that comes from within. Sure you can be inspired by others but I believe you can’t be motivated by anyone other than yourself.

In order to get the best out of others I recommend that you give them the tools, the skills and create the environment for them to achieve high levels of performance AND THEN they will become motivated.

You cannot give them “motivation” and performance will improve. Instead, give them the tools to perform and they will become more motivated.

I was once asked to give a motivational talk to a workforce of 1000 sales people and was getting paid £5k for an hours work.

The brief was to get them pumped up.

Now I like to do my research so I met with some of the sales people a couple of weeks beforehand so I knew what they did and how they did it.

I found out that:

* No-one had received any training from the company in the past
* They were not using any CRM system or tool to keep records etc
* Everyone of the team was using a different sales process
* The company as a whole did not have any key unique selling points for the product

Now this was a multi-national company!

Yes, I can get anyone pumped up. But they’d be going back into the workplace to continue hitting their heads against the brick wall (but a bit faster after my hours talk!)

So instead of “motivating” the team I decided to train and develop the team. I only had an hour but I focused on 4 of the key “biggest hitting” areas that would make a difference.

The result?

Well, I got rated 9.8 out of 10 from the conference feedback forms because I gave them tools to improve their performance. I didn’t include any “motivational stories” or “pump me up” ra ra’s yet on the feedback forms the comments were like “I feel really confident and motivated that I’ll improve my performance” and even “I’m psyched, I want to get back to work and try these techniques out”

That was living proof of the point I’m making here.

Remember, give them tools to help them improve their performance and the motivation will naturally come. It’s not the other way around.

Happy selling

Sean McPheat
Managing Director
MTD Sales Training

Telephone: 0800 849 6732

Improve your SALES SKILLS Click by signing up for our FREE SALES TIPS