Written by Sean McPheat |
20 June, 2012
You may have heard of the dreaded “Fear of Rejection,” or “Phone Phobia.” Those dreaded mental and psychological blocks that hamper and even destroy sales success.
To have a fear or apprehension of rejection is actually a very natural human reaction. However, as a sales professional, you do not have the luxury of succumbing to this normal human emotion.
A professional sales person who suffers from a fear of rejection, is like a brain surgeon who suffers from a fear of the sight of blood. It is not going to work. Dealing with rejection is an integral part of your job.
So how do you, as a human being, overcome this natural fear of receiving rejection when you ask for an order? Here are a few ways to help you get over it!
Understand the Fear
Let’s face it; the fear is not unfounded, in particularly if 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, sustenance.
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. With so much at stake, so much to lose; of course there is fear.
Put the Fear in Perspective.
You first need to put the entire situation in its proper perceptive. You need to get a clear and definitive picture in your mind about exactly what is at risk when you ask for the order. When you ask for that sale, what is it that is truly at stake? What will you actually lose if the prospect says no?
Not What You Think
You are about to ask for the sale in which you would earn a commission of £1,000. Naturally, you feel that if rejected, you lose £1,000. However, that is not true. To determine what is truly at risk, figure out the TRUE momentary value of that ONE sales call.
What is Actually at Risk?
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 only 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 actually EARN a certain amount of money…no matter what!
You Are Paid Every Time!
Do you fear rejection when cold calling, suffering from Phone Phobia? 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 REJECTION!
You lose nothing. You risk nothing. You get paid no matter what.
What is there to fear?