It is obvious that as a professional sales executive you will seldom sell 100% of those presented. A wise man once told me (my father) that “no” is the second best answer, for each “no” puts me that much closer to a “YES!” So how do you handle the ups and downs?
Fear of failure is built into our DNA. The feelings of helplessness, hopelessness, and worthlessness will ooze out of our thoughts when we hear the “no’s” on a too-frequent-basis; basically instilling FEAR. Being prepared for these feelings will provide you the will to overcome your fear and succeed.
EVERYONE will experience these feelings; wherever their journey takes them. Your process must include preparation by stimulating your self confidence and abilities. Refining the presentation. Knowing your products features and benefits; as well as the position you hold in the marketplace. Having an arsenal of responses to all of the objections you have heard (and keeping a log of these) so that they are second nature will assist with overcoming the fear.
Remember the five “P’s”……..Prior Preparation Prevents Poor Performance…and allows you to overcome fear getting you ever closer to “YES!” Visit often to continue learning……….
There Is No Secret – It’s the Process!!!