SKILL


Overcoming Rejection 13 Ways to Tough It Out and Fight Rejection RONALD S. TARTARELLA


Struggling salespeople often think: “I can’t stand this daily stream of rejections.” “Who needs to be rejected constantly?” “I’m getting a non-selling job – one that will give me some respect and dignity.”


People who can’t stand rejection should pursue a less stressful career than sales. However, professional salespeople are professional be- cause they’ve learned to toughen


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themselves mentally. Twenty or 30 years ago, many be- ginning salespeople felt they had to develop thick skins to repel the flak hurled at them daily.


Today, salespeople must be even


better prepared, physically and mentally, to succeed and keep on succeeding. To be prepared mentally, besides knowing your products, services, etc., you must push the “plus” button in your mind to “on,” and never touch it again. When we think with our “plus” buttons on, we add ammunition to our selling efforts.


AVOID A LOSE-LOSE SCENARIO Picture a sales rep in the client’s lobby. The buyer he wants to see is particularly busy but agrees to talk with the rep over the lobby tele- phone. But the harder the salesper- son attempts to convince the buyer to grant him a personal visit, or at least see him in the lobby briefly, the more


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