overcoming rejection
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Rejection: Does Selling Cause More Anxiety Than Dating?
- July 29, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, the abundance of technology and its place in selling has allowed fear of rejection to become much like it was in the golden days of dating. Salespeople now wonder to themselves, “Will they reply to my email?” Will they text me back?” “Will they accept my LinkedIn invitation?” “Will anyone retweet my tweet?” “Will they like me on Facebook?”
Let’s call it Neorejection.
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The Unusual Case of Arturo – How He Sabotaged His Own Sales
- July 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Solving the problem was actually quite easy. I explained to Arturo that his prospects were wondering, “If he doesn’t follow up when he is trying to get the business, what kind of follow-up will I get after he has the business? He doesn’t appear to care very much or be very reliable, so I don’t think I will buy from him.”
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The Longest Sales Cycle Ever – How They Closed the Deal
- May 3, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If only your salespeople had that kind of commitment and staying power. If only they were able to somehow get connected to their target prospects. If only they could close the big ones on the first call. It’s OK to dream big. It’s OK to think about possibilities like this. It’s OK to want your salespeople to do more, more quickly, more often, and with more success. Until your desires become expectations, you won’t do anything to change the behaviors that lead to results.