Put on Rejection Armor
Written by Dave Lorenzo on August 5, 2016 / Behavior
We are all salespeople. Every day we work hard to convince others to see our point of view. We persuade people to do what we want them to do. We ask people to accept us.
When they say “NO” it hurts.
The pain of rejection prevents you from selling again.
Think back to when you were in high school or college. Every time you asked someone out on a date and they said “no” it made it more difficult for you to ask the next person. Many people actually develop a fear of having that conversation – so they avoid it.
The same thing happens to you now.
You sit across from a client and, for whatever reason; the client decides not to retain you. This leads to that same feeling of rejection you had when you were rejected by your prospective date.
That makes it more and more difficult to sit in front of the next client. It makes you question your skill and it shakes your confidence.
And many people go through their entire career feeling this way. But you no longer have to. I’m going to show you how to create rejection armor.
Here is the way to make yourself immune to rejection from anyone in any situation.
Invite the client to say “no.”
One of the things that harms the human psyche is the loss of control we feel when people reject us. By inviting the client to say “no” you maintain control.
Here is a script you can use when you sit down with the client:
“Mr. Smith, we are going to have a conversation about your situation. I want to learn about you and your business and you will probably want to ask me some questions. At the end of the conversation we will both decide if we want to work together. If you don’t want to work with me, you should let me know. If I don’t want to work with you or I can’t help you, I will let you know. Are you comfortable with that?”
You say this right at the beginning of the conversation.
You will be amazed at the effect it has on you. You are effectively playing a “trick” on your mind. If the prospective client says “no” you will not feel as bad. The reason is because you invited that response. (Of course, if the client says “yes” you’ll feel better because you will make more money.)
The invitation to say “no” is rejection armor. It protects you.
An added benefit of this strategy is the psychological effect it has on the client. You see, when the client is given permission to say “no” they immediately feel less threatened. This means they are more receptive to your ideas and suggestions. As a result, you may actually close more deals.
Give this a try today. Invite someone (in your business or personal life) to say “no” in a persuasive situation.
This is your own personal rejection armor. Put it on. Sell more and feel good about it.
Here are a few additional resources you can use to make more money now.
You are selling to the wrong people. You’re selling to people who can’t say “YES” to you or who don’t need what you have.
You can fix that. This video shows you how.
The only people whose opinion matters are the people who vote with their wallet. Listen to them and no one else.
Here you go: Ten great ideas for growing your revenue, selling more and making more money. Use them all today.