The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Rejection Is Not Personal
All top salespeople have reached the point where they no longer fear rejection.
They have built their self-esteem and self-concepts up such that if someone says
no to them, it does not hurt them or put them off. It does not send them dejected
back to their offices or cars.
Here’s the key to dealing with rejection. You must realize that rejection is not
personal. It is not aimed at you. Rejection has nothing to do with you. Instead, it
is like the rain or the sunshine. It just happens from day to day. When you can
rise above yourself, stop taking yourself so seriously, and recognize that
rejection simply goes with the territory, it will have no more fear for you. You
will ignore it like water off a duck’s back. You will expect it in the normal
course of things, shrug your shoulders, and move on to the next prospect.
There is a sales motto: “Some will; some won’t; so what? Next!” This should
be your motto as well.

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Never Give Up
Perhaps the two most fundamental qualities for success in sales are boldness
and persistence. It takes courage to get up each day and constantly face the fears
of failure and rejection. It takes persistence to keep coming back, day after day,
in spite of continued difficulties and disappointment.
But the good news is that courage is a habit. Like a muscle, the more you
practice courage, the stronger you become. Eventually, you reach the point at
which you are virtually unafraid. After that, your career takes off like a rocket.

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Five Calls or Closes
A full 80 percent of sales are never closed before the fifth meeting or closing
attempt. It is after the fifth time that you ask the prospect to make a buying
decision that you make most of your sales.
These numbers turn out to be valid especially when you are trying to get your
prospect to change from buying from one company to buying from your
company. At least eight out of ten of all first purchases from a new supplier take
place after the fifth call or visit.
It seems that only about 10 percent of salespeople make more than five calls
or attempts to close the sale. Half of all salespeople, or more, make only one call
before they give up. When you are selling to a company that you want to switch
from their existing supplier to you, remember that it usually takes about five
visits to break down the prospect’s natural skepticism and resistance.
This does not mean that you have to spend five hours. It just means that you
have to make five visits or more. You have to make an appointment, go and see
the prospect, talk to him, tell him that you and your company are available to
serve him. It is usually after the fifth visit that the prospect starts to become
interested.

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