How to Eliminate Rejection

How to Eliminate Rejection
By Ron S La Vine, President, Accelerated Sales Training, Inc.


The way to eliminate rejection is to reframe or redefine it. Think of
cold calling as a puzzle. Challenge yourself to see how many pieces
of information you can get on every call. All of a sudden cold
calling has become a game, which makes it much more enjoyable.
This means if you get more information from your call than you had
before the call you have gotten a result. If you have gotten a result
then you have not been rejected.


Add to that the fact that people are not rejecting you personally.
They are simply not interested in what you have to offer now or you
could be speaking with the wrong person. That decision may
change in the future. Make the focus of your call your solution to a
potential need, challenge or problem. The solution, rather than you,
will become the focal point of the call. If an account declines to take
the time to speak with you, it is the solution or benefit that is
rejected, not you. Keeping this strategy in mind when you call can
take the sting out of rejection.


MAINTAINING AN ACHIEVEMENT ORIENTATION

Action follows thought so think great thoughts and focus on the
positive. What you think and how you feel transmits across the
phone lines. This transmittal can have a positive or negative effect
on the person at the other end of your call. Which effect takes place
is largely a function of the state of mind you are in when you are
making your calls.


Think of yourself as successful and well thought of and doing more
than you are asked to do. Help others as you have been helped and
you will be rewarded with the success you deserve. You are what
you think. Always keep in mind that your attitude determines your
altitude.


CONCLUSION

First is having the right attitude when you are cold calling. You will
hear this throughout most sales workshops because the right attitude
is the difference between those that give up and those who never
quit. There is no silver or magic bullet. Only practice and
persistence pay off. To become a great sales executive, one must
enjoy working with people and have a strong sense of curiosity,
great listening skills and the ability to see the big picture. The best
sales executives are able to produce results. Pay for performance is
the way they prefer to work.


A great sales executive is someone who has a working knowledge of
their organization's operations, solutions, and possesses the ability
to collect useful business sales intelligence about their accounts
and translate the information into additional sales. They are
persistent and keep going until they find the answers to their
questions. They get people to take actions based upon those
answers.


David R. Bender of the Special Libraries Association sums it up
well: "...how many people have the expertise to evaluate, analyze,
organize and package raw data-transforming it into meaningful
information that can be put to work?" As management expert Peter
Drucker wrote in a column for the Wall Street Journal, "There is a
big difference between being computer literate and information
literate."


Bender writes, "Drucker explained that for data to become useful
information, it must be organized for a task or applied to a
decision". He contended, however, "Few people are adept at
determining exactly what information they need to do their jobs,
when they need the information, and where they can get it."


A great sales executive knows what data is needed and how to
provide it in a manner to increase their sales. Top sales executives
focus on creating value for their clients and they do that by asking
well thought out questions and then listening closely to the answers
given.

Write out 10 questions in advance you would like to ask most of
a prospect to determine if they are qualified and keep it by the phone.
You'll be prepared if the call is incoming or outgoing.


--

Make it a great day and a successful week!

Ron S. La Vine, MBA, President

Accelerated Sales Training, Inc.'s -
Live Cold Call New Business Development Sales Training™

Helping you Break into and Qualify Large Accounts™

638 Lindero Canyon Road, Suite 283
Oak Park, CA 91377
818-991-6487 Office PST
818-519-3852 Mobile
818-991-5938 Fax
mailto:rslavine@ast-incorp.com
http://www.ast-incorp.com

Complimentary Sales Tips -
http://www.ast-incorp.com.com/free.htm

Join me at LinkedIn -
http://www.linkedin.com/in/ronlavine