In This Issue
3 Tips to Help You Deal with Rejection
Getting Direction from Rejection
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FAST  FACTS
Michael Jordan was cut from varsity basketball during his sophomore year at Laney High School in Wilmington, NC and went on to become the game's greatest player in history.

Lucille Ball was sent home from acting class in NYC because she was too shy and would never make it as an actress.  She went on to revolutionize television.

Elvis was kicked off the Grand Ole Opry in 1954 and told to stick to his day job as a truck driver, he went on to become the King of Rock and Roll.

J.K. Rowling was rejected 12 times for the first Harry Potter book. She became one of the
best-known and best-selling authors.

Margaret Mitchell's Gone with the Wind was rejected 38 times before it was published. Mitchell won the Pulitzer Prize in 1937 for her novel which was turned into a film.  It became the highest-grossing film in the history of Hollywood, and received a record-breaking ten Academy Awards.

Jack Kerouac tried to get his book On the Road published for 6 years with no luck.  It was finally published 10 years after he wrote it; unfortunately, he did not live to see the impact it would have on the literary world.
A MONTHLY MOTIVATION PUBLICATION

Greetings!

To kick off the first issue of "The Salescribe" let's consider one of the many challenges  sales professionals face today.  Rejection is the single scariest things we all  must deal with especially in sales. Many of you probably joke-- "I get rejected for a living" -- because it's so close to the truth.   With rejection as the theme of this month's e-newsletter you'll be reminded that a main component of the sales process is rejection. The faster you recognize it and refuse to let it inhibit you, the sooner you'll refocus your energy and achieve results.  It will be very difficult to fully take the sting out of being rejected, however, there are things you can do to help cushion the blows when you encounter it.  

Successful Selling, 

Jenine Lepera Izzi

CEO & Founder, salesSPECTRUM


www.salesspectrum.com
salescribe@salesspectrum.com


3 Tips to Help You Deal with Rejection 
1.  Don't Take it personally:   You are going to face the inevitability of rejection and it happens to top sales performers almost on a daily basis!!   The best way to deal with it is to separate rejection from failure,  take it in stride,  and move on.  If you don't, you will only slow yourself down, become discouraged, and extend the time it takes to reach your goals. Many sales professionals get stuck in rejection by taking it personally and feeling an overwhelming sense of failure-but remember the old adage- "it's just business, don't take it personally."  In those rare instances when it is personal, and while that can be quite painful, ask yourself this one question:    "Why would I want to do business with someone who doesn't want to do business with me? ".  Once the answer to that simple question becomes clear, put your energy into those clients who want to buy and simply move on.
 
2. Do your due diligence:  The best way for you to reduce your chances of rejection is to do your homework and be prepared.  Take the time early in the sales process to learn as much as you can about your prospective client and create the context that will make buying easy based on a business need you've uncovered.  By doing so, you'll come across as informed and prepared and lessen the chances of outright rejection.
 
3. Find out what's behind the NO:      The word "No" has many faces and sometimes they are not always obvious.  For example, "No" sometimes means "not right now" because of timing or budget issues causing many sales professionals to disengage.   Another example, "No" could mean that the trust hasn't been fully established or the need for products/services isn't clearly understood.    The key is to not give up so easily and find out what's behind the "No"! Finally, even when 'No' means that your client prefers your competition, continue to stay engaged and build relationships because you never know when your competition will fall short and an easy sale is there for the taking!

Remember that selling can be a long journey where rejection is very often an integral part of the landscape.   Utilize the tips above and where appropriate, don't let rejection represent an end to your sales pursuit.   In many instances it may just be the beginning.  Do your due diligence, continue building relationships, and don't take rejection personally  or feel like you've failed.  Minding these simple tips are the keys to dealing with rejection and reaching your sales goals rapidly.   Thomas Edison said it very well after many attempts at inventing the the filament for light bulb:

"I have not failed 700 times. I have not failed once. I have succeeded in proving that those 700 ways will not work. When I have eliminated the ways that will not work, I will find the way that will work."  Edison.
Getting Direction from Rejection -  Case Study

Rejection is actually good for us.  Why?  It keeps us humble, helps us grow and builds character. We can only embrace the sweetness of success once we know the bitterness of defeat.  It's important to learn from the whole experience, regardless of how devastating it may be.  If a lesson can be learned from a bad situation then nothing will be lost, only gained. Use rejection as a compass for what not to do; every NO you encounter brings you closer to a YES.

Here is one of my favorite success stories (and there are many) about overcoming rejection.  In 1998, 27 years old businesswoman Sara Blakely founded the product Spanx from her apartment in Atlanta.  She had an idea, $5,000 and pure determination.  One of her challenges was, she had absolutely no idea how to launch a new product.  After much research she learned how to write a patent, build a prototype and viola Spanx was born! She soon learned the road to success was not paved in gold, for the next two years she hit the highway - literally, only to be rejected by everyone.  Finally, in 2000 she got a much deserved break from a buyer at Neiman Marcus and was finally able to launch her new product line.  That same year she was invited to talk about her new product on Oprah.   Today, her company is worth $150 million with 55 employees and 100 products.  To read more about Sara Blakely visit http://bit.ly/8l1dzW.

I have never met Sara but yet she has inspired me in many ways.  Not just because she is so successful, but because she never gave up in the face of relentless rejection. She persevered despite the odds because she believed in her product and her hard work paid off in spades. 

Did You Know?
Valentine's Day is not just for the romantic hearts, let your best clients know how much you appreciate them.
"It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because there is no effort without error and shortcoming; but who does actually strive to do the deeds; who knows great enthusiasms, the great devotions; who spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory nor defeat..."                                                      
  Theodore Roosevelt April 23, 1910
Next issue Tuesday, March 2nd   - 
PROSPECTING:  How to reach difficult clients


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