Handling Failure and Rejection
Handling failure and rejection is one of the toughest lessons to learn in sales. Not being able to cope with failure emotionally is the cause of many sales drop-outs.
We are taught from an early age that success is good and failure is bad. Thus, prizes go to those who succeed, while those who fail are, at best, ignored, and at worst, punished.
We live in a success society. The net result is that people become success-fixated, with a deep fear of failure.
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The truth is that if you decide to embark on something new and challenging in your life, then you have to accept that you may make mistakes, but that from these you will learn and grow in competence.
Thus, failure becomes not an indicator of personal inadequacy, but a sign that you are expanding your horizons and making progress. According to this view, failure is just feedback and a necessary part of the learning process.
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When you think you are a failure think of these famous people - who are considered major successes:
- It is said the Thomas Edison made hundreds of faulty light bulbs before he finally produced the one that worked.
- Babe Ruth held records for the number of homeruns hit in a season, but did you know that he also held records for the number of strike-outs in a season. He once said: "Every strike brings me closer to the next homerun."
- Wayne Gretsky, known as The Great One in hockey, said: "You miss 100% of the shots you don't take."
People frequently strain too hard for success, especially without first defining what success means to them.
This can be counter-productive, leading to failure. Success is much more likely to come if you don't try so hard, but stay relaxed.
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check out the newly revised version of the book,
FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs.
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IT'S ALL IN THE ATTITUDE
Aim to develop a positive attitude to your failures, seeing what they can teach you.
Be prepared to take risks, perhaps by calling higher up in an organization than you are typically more comfortable doing. Remember, CEOs are not much more different than you or I.
If you fail at first, be aware that it may provide you with the necessary stepping-stone to something which will be highly successful.
Remember, if you're not pushing yourself past your comfort zone and not failing sometimes, you're not learning!
So be a risk-taker, and eventually you will conquer your fear of failure - and break through to success.