Filling the Glass: The Skeptics Guide to Positive Thinking in Business
| Category: Entrepreneurship | Date: 2001-10-17 |
On Handling Rejection
"Whoever hears the most no's gets the biggest paycheck," says speaker and consultant, Barry Maher, in his new book, "Filling the Glass: The Skeptic's Guide to Positive Thinking in Business" (Dearborn Trade Publishing, 2001). "The more you no's you can hear in each call--without irritating the prospect--and the more of those calls you make, the more successful you're going to be." According to Maher, top sales people see every no is a small victory, a step on the path to ultimate success. "Motivating yourself to take those steps, and to make each step as meaningful as possible should be part of your job description."
If the call was less than perfect, understand that all calls are less than perfect. And that no matter how long you've been selling that each call is part of your education. "Training and pre-call planning are vital," Maher explains, "but the best preparation for making sales calls is making sales calls. Don't paralyze yourself with worries that you might not be perfect. A master craftsman is one who has already made every possible mistake--and learned from each one."
In life we often think, "If only I'd said this," or "if only I said that." To Maher, the beauty of selling is that the same situation will reoccur. Perhaps in the very next call. You have the chance to be prepared when it does.
No matter how the call ended, never demonize the prospect. "Selling is not combat; it's not even competition," Maher insists. "You weren't beaten by the prospect. You may have lost the sale but he lost an opportunity to take advantage of your product or service and the superior customer service you provide." Likewise never take the result as a personal rejection. The prospect barely even knows you. "And not making this one sale does not mean that you can't develop a successful relationship with the prospect, perhaps leading to sale after sale in the future."
About the Author
Barry Maher is a leading motivation, sales and management speaker and consultant. His latest book, "Filling the Glass: The Skeptic's Guide to Positive Thinking in Business," being called a "must read" by business experts as diverse as Jay Conrad Levinson, author of the Guerrilla Marketing series, and Jerry Colangelo, CEO of the Phoenix Suns and Arizona Diamondbacks. For a free chapter or to sign up for Barry's free newsletter, visit barrymaher.com. Barry can also be reached at 805-962-2599
:To contact see details below.
barrymaher@barrymaher.com
http://www.barrymaher.com
"Whoever hears the most no's gets the biggest paycheck," says speaker and consultant, Barry Maher, in his new book, "Filling the Glass: The Skeptic's Guide to Positive Thinking in Business" (Dearborn Trade Publishing, 2001). "The more you no's you can hear in each call--without irritating the prospect--and the more of those calls you make, the more successful you're going to be." According to Maher, top sales people see every no is a small victory, a step on the path to ultimate success. "Motivating yourself to take those steps, and to make each step as meaningful as possible should be part of your job description."
If the call was less than perfect, understand that all calls are less than perfect. And that no matter how long you've been selling that each call is part of your education. "Training and pre-call planning are vital," Maher explains, "but the best preparation for making sales calls is making sales calls. Don't paralyze yourself with worries that you might not be perfect. A master craftsman is one who has already made every possible mistake--and learned from each one."
In life we often think, "If only I'd said this," or "if only I said that." To Maher, the beauty of selling is that the same situation will reoccur. Perhaps in the very next call. You have the chance to be prepared when it does.
No matter how the call ended, never demonize the prospect. "Selling is not combat; it's not even competition," Maher insists. "You weren't beaten by the prospect. You may have lost the sale but he lost an opportunity to take advantage of your product or service and the superior customer service you provide." Likewise never take the result as a personal rejection. The prospect barely even knows you. "And not making this one sale does not mean that you can't develop a successful relationship with the prospect, perhaps leading to sale after sale in the future."
About the Author
Barry Maher is a leading motivation, sales and management speaker and consultant. His latest book, "Filling the Glass: The Skeptic's Guide to Positive Thinking in Business," being called a "must read" by business experts as diverse as Jay Conrad Levinson, author of the Guerrilla Marketing series, and Jerry Colangelo, CEO of the Phoenix Suns and Arizona Diamondbacks. For a free chapter or to sign up for Barry's free newsletter, visit barrymaher.com. Barry can also be reached at 805-962-2599
:To contact see details below.
barrymaher@barrymaher.com
http://www.barrymaher.com
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