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Sales and selling - how to overcome the fear of rejection

If you are new to sales and selling, then you will be able to apply the following to overcome your fear of rejection. I have been in the sales arena for over twenty years, training and developing newbies, wanabies and reallybies, and the key to developing you into a super salesperson or public speaker, CEO or manager, is to get you to take action, over and over again.

What does repetition do for my poor sales attitude?

The reason that I get you to practice, speaking out loud and selling scenarios, is because your brain needs to get addicted to the process of picking up the phone and hearing “No!” 100 times a day.

Why is hearing “No!“ good for me?

Every time you hear the words “No!” I want you to imagine that you are closer to the person who is desperate to say yes to you. “Yes YOU!” That’s right and the faster you get through the ‘No’s!’ the quicker you can get to the ‘Yes’s’. It’s a simple trick that has been around forever, but sadly, there are few sales trainers who happen to be international hypnotists, so this is likely to be new information. Well here’s how it works, without magic and mystery.

The brain and your sales potential

Getting you to feel good about hearing “no!” is about beginning to build your dopamine response to the process, that you are engaged in. Dopamine is a chemical inside your brain, associated with feeling good. As you get excited and build in the fun, curiosity and learning to selling yourself, you will feel better and better about doing it.

Dopamine release is also known as the ‘reward pathway’ and if you watch TV adverts you can see this demonstrated to great effect. However, having kittens appearing from a packet of chocolate digestives made me associate cat hair on my biscuits, so YUCK! No reward pathway connection from me to McVities, however, if you thought “awwww! How lovely!” Then wham! The ad has had the desired effect. Munch, munch, munch see you at Fat Club.

The dopamine neurotransmitters in your brain fire up and make you feel good in contexts with certain stimuli, therefore, if you are

• Standing by the swimming pool on a hot day, the voice inside your mind will begin telling you that the water is freezing and you won’t like it.
• Dating your ideal partner is standing only a few feet away and the voice starts up about ’why would they even look at a person like you.
• Selling and cold calling potential customers- they hate you and continue to say “NO!”

There is no dopamine fix so you are less likely to want to do anything. Did you ever here the saying repetition is the mother of skill? If you commit to:

• Walking over to the next person you like and saying “Hello”
• Picking up that telephone and making a cold call
• Jumping into the pool

You will begin to build up a natural chemical process that over a very short period of time will become the norm for you. Imagine that every “no” is a step closer to the partner of your dreams, the next big sale or a cool refreshing dip in the pool. Stop thinking and start doing!

If anyone ever tells you “Don’t take the rejection personally” and leaves you with that statement, then smile back at them and bring them into the 21st century, by sharing the above.

What is the ‘One word’ that great sales people use unconsciously, which allows them to deal with rejection? If you would like to know the answer then email me here matt@matthudson.com

This was posted in Bdaily's Members' News section by Matt Hudson .