I hate rejection. Fear of rejection may be the number one thing preventing sales people from being successful. When I first started in sales many years ago, I did not realize that rejection would be a part of the job. I came to learn later that rejection is a huge part of the job.
When I started selling real estate, I stared into the eyes of rejection every day. I went home some nights feeling extremely beaten down and depressed from having been told NO so many times.
Then one day I thought about my years on the dating scene. I was a shy introvert, yet finding a date was rarely an issue for me. I always had a girlfriend, and usually she was pretty. Considering that I was short, average looking, and shy, how did I do that? I’ll tell you how. The law of averages. If I talked to enough girls, sooner or later one of them would like me. And then sooner or later, I would like one in return. It was a numbers game.
I realized that sales in business was very similar to the dating scene. It was all a numbers game. If I talked to enough people who needed my services, and I was honest and came from a place of integrity and authenticity, I would close more sales. The fewer people I talked to, the fewer sales I made. Conversely, the more people I talked to, the more sales I made. That meant the more NO’s I received, the more YES’s I received as well.
My friend Craig is a master salesman and loves hearing the word NO. He says that for every NO he receives, he figures he earns $50.00. He makes 100 cold calls per week. Yes, that number is correct — 100. Cold calls. So he hears NO a lot. But he is enthusiastic about what he does. And very good at it too. There are hundreds of salespeople in the same local market as Craig, yet few are anywhere near as successful.
So while I still don’t like rejection, I recognize that it’s necessary. And I have to admit that, as much as I hate hearing NO, I really like hearing YES a whole lot more. It makes hearing NO so worth it. If you are in sales, go out there and get that next NO!