Fear of rejection in sales is primarily about reframing our understanding that clients are rejecting our products or services, not us personally. Proper qualification and honest conversations with prospects are the keys to minimizing rejection and building a sustainable sales practice.
• Fear of rejection often stems from making it personal when it's usually about the product/service
• Creating detailed qualifying questions helps identify ideal customers and weed out poor matches
• Don't fear disqualifying prospects – working with low probability prospects wastes time and energy
• When meeting clients, reconfirm qualification factors like budget, authority, and timelines
• Turn common objections into qualifying questions to address problems early
• For technical questions you can't answer, simply write them down and commit to finding answers
• Building trust through honesty and integrity creates better long-term outcomes and referrals
• View rejection as feedback that helps refine your qualification process
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Graham Elliott

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