6 Ways to Overcome Fear of Rejection in Sales Prospecting | Sales Prospecting Training

What is the number one cause of failure in sales? The inability to overcome the fear of rejection. Why do people let this fear negatively influence their behavior? Here are a few thoughts to consider:

1. Not everyone you try to sell to will want to buy from you.

2. Expecting everyone you meet to like or accept you is to live in fantasyland.

3. If you don’t ask for something—anything—it is unlikely you will ever get it.

4. Does fear of rejection prevent you from asking probing questions, asking for an appointment, or asking for the order?

5. The fear of rejection is an attitude issue and can be overcome only by strengthening other attitudes—such as confidence, self-belief, patience, trust, and self-image.

6. The fear of rejection is symptomatic of a need for acceptance.

Does the fear of rejection ever prevent you from:

1. Picking up the phone and making that next call?

2. Asking for the business?

3. Asking difficult probing questions?

4. Asking for referrals?

5. Asking for a bigger order?

6. Asking for a letter of testimony?

7. Asking for more responsibility in your position or for a raise?

8. Following up on a customer who has had a prob- lem?

9. Asking for an appointment with an important person?

10. Asking for a deposit?

11. Asking for a long-term contract?

Turn It Around

Ask. If you don’t, you may never receive.