Jeb On Breaking the Fear of Rejection Into Doable Doses
Human beings fear rejection. We hate and avoid rejection at all costs. But, in Sales, your job is to go out and find rejection and bring it home.
However, when you break your fear of rejection into doable doses, it gets easier to handle because, over time, when you face a fear repeatedly, you gain obstacle immunity.
Alex On Using the Phone
Yesterday I had a video call set up with prospect. It was at the end of a long day of video calls. You know, where everybody is a little box on the screen, right? My brain was tired of being on camera, I just wanted to walk around with my phone – just put my feet up and not be on a camera.
In some cases, I feel like there’s more dimension and depth to a phone call as compared to a video call.
If you can get good at the telephone you will put so much distance between yourself and the 95% of sales people who don’t do well on the telephone, that they will never be able to catch up with you.
That’s how important the telephone is right now.
Jeb On Blending
It’s about blending. Salespeople need to get used to the word blending because, blending is how we will be selling going forward. With Virtual Selling, it is about meeting the buyer where they are. You should use the communication channel that is right for the moment.
But salespeople are not having synchronous conversations – especially by phone – because they are afraid of being rejected.
This is exactly why I think your 5 Minute Selling System is powerful.
If you just do it a little bit every day – even five outbound calls per day – you reduce these fears to a small part of your day. But, as you start facing that fear, a little bit every day, it will get easier for you to handle the rejection.
And basically, what you start doing, is building a chain of days in a row where you’re investing in conversations with customers.
You connected with someone. You feel positive and that’s a much better feeling than avoiding the phone and procrastinating.
That bit of success is going to make you want to do it again. If you get focused on talking to people 5 minutes a day you can grow your sales tremendously. But, you’re going to want to do more than that. And, you will.
About the author
Jeb Blount is one of the most sought-after and transformative speakers in the world…