Articles under ‘Handling rejection’

I was talking to a business owner recently who has been struggling with sales for quite a while. The struggle has been with herself which is bizarre as she has displayed to me on many occasions that she has the potential to be very good at sales. Yet it is clear that she has a general dislike for sales people. This dislike is holding her back just like it once held me back. It was only when I realised that not all sales people behaved like they were selling double glazing that I made significant progress!

Sales is a fantastic vehicle for personal development. It involves confronting your fears, stretching your comfort zone, and expanding your thinking. It takes courage to do things you find uncomfortable. Learning to sell requires courage!
Courage is also known as bravery. It is the ability to face fear, pain, danger, uncertainty or intimidation. It is called [...]

This is a recording of a tele-seminar with Chris Mather, a very successful regional sales manager of a company that sells door to door. The idea was that there is probably lots of insights to be gained from a style of selling where rejection happens on a major scale. We were not disappointed! Although a [...]

What is procrastination costing you? Leads? Clients? Sales? Procrastinating on generating leads, following up or even closing can be a costly habit in sales. So it might be worth finding out what’s behind procrastination and what can we do about it.
In this recording I interview the UKs leading expert in beating procrastination, Nicole Bachmann. Nicole gives us some tips on what we can do to stop procrastination getting in the way of winning business. Although the principles apply to all parts of the sales process, Nicole focuses on cold calling as this is normally a major problem area for accidental sales people.

One of the hardest things for accidental sales people to cope with in sales is the rejection. It stops them taking the action necessary to achieve success. In fact, this is not just a problem for accidental sales people. In a tele-seminar for the Accidental Salesman, I interviewed Chris Mather, a highly successful regional sales manager working in the door to door industry selling subscriptions to a magazine for women. The idea behind the tele-seminar was to find out how door-to-door sales people handle so much rejection on a daily basis. I hope, by reading this article, you will find the lessons are valuable, whatever you are selling.

The fear of cold calling stands in the way of many sales people. Whether cold calling is the best way of generating leads for service businesses is debateabe but if you do not have much in your sales pipeline then it is a good place to start. One of the best ways to overcome the fear of cold calling is to get clear of your target audience and why they would be interested in talking to you