on Head On
Successful people understand the value of rejection in the process of developing clients. The more they enjoy rejection, the more they enjoy contacting prospective clients. Rather than taking rejection personally, successful salespeople realize that their attitudes and reactions to rejection are critical in developing new business. They enjoy the challenge of converting resistance into receptivity so they can develop relationships that ensure results.
OBJECTIVES IN DEVELOPING CLIENTS First, let’s review the three objectives of developing clients. Think of it like building a pyramid: 1. Base of the pyramid: Building our client base. On average, this requires contacting people five times. Within each of these five contacts, we have a goal to achieve, including helping them gain awareness of who we are and what we have to offer, developing their interest in what we can do for them, having them evaluate our product, getting them to try our product and analyze how it benefits them more than what they are presently using, and getting them to adopt our recommendations.
2. Middle of the pyramid: Developing stronger relationships with our existing clients. This helps us earn the right to ask for referrals, gain repeat or ad- ditional business, and explore other applications.
3. Peak of the pyramid: Seeking the largest oppor- tunities. Here, we take our success to the top by contacting the highest-level decision makers – the most affluent prospects. In sales, each of us understands the importance of achiev-
ing these three objectives. But if we are all motivated to achieve these challenges, why do so many salespeople avoid them? Because, as we are motivated by the need to achieve and gain recognition, we can also be unmotivated by the opposite need: avoiding failure and rejection.
HOW PERSONALLY DO YOU
TAKE REJECTION? Fear of failure and rejection can cause salespeople to lose their enthusiasm, confidence, and initiative. It all depends on how much we take the rejection to heart. If we don’t take a rejection personally, we might react with humor; but, if we take the negativity or unkindness personally, we might become disappointed, depressed, and defensive.
SELLING POWER JULY/AUGUST 2025 | 25 © 2025 SELLING POWER
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43
