"Thanks For The Rejection!"Written by Dr. Gary S. Goodman, President Customersatisfaction.com
ďThanks For The Rejection!Ē
Dr. Gary S. Goodman 2004
Author: The Law Of Large Numbers: How To Make Success Inevitable
It sounds a little masochistic, but I actually appreciate being rejected. No, I donít needlessly relish sting of reproach, or eagerly welcome scornful criticism, per se. But, as a writer, a salesperson, and an entrepreneur, I have come to appreciate that there is a strong correlation between frequency of rejections that I withstand and amount of success I generate, especially in my career. Every professional writer can wallpaper a mansion with rejection slips. In fact, I read somewhere that famous novel, The Yearling, was submitted under a different title as an experiment, and it was rejected by scores of publishers AFTER it had won incredible acclaim. Curiously, original publisher rejected work, too. Salespeople are taught that there is a math-of-success. They have to withstand a certain number of noís before they can earn a yes. And few entrepreneurs succeed after trying only one venture. Typically, it takes several attempts and even when one initiative prevails, its lifespan is limited. As I write this article, in fact, Iím probably not experiencing ENOUGH rejection. If I want to get more done, to appreciate thrills of more achievements, I need to put myself on line, more and more. I have to ASK for what I want and need, and of course when I do so, Iíll be giving people power to say NO. Let me ask you this:
What could you achieve in life if you decided to become totally and blissfully impervious to hostile criticism and to rejection? What careers or hobbies would you pursue that youíre just too emotionally brittle to engage in, now?
For instance, a friend of mine is a professional actor. He is among 10% of thespians who actually finds a considerable amount of work in field. In fact, just this year he appeared in four motion pictures, and a few were highly publicized, and did fairly well at box office. But he has to constantly trawl for work and he is a tireless self-promoter. He even asked me if I could send a note to visitors to my web site that would tout brilliance of his most recent film! Though he hopes that one of his roles will become a breakout success and will attract even more roles, he doesnít assume this will occur. On contrary, he hustles day in and day out, answering every casting call, and networking like crazy to hear about roles that he might play. He behaves like a kid who is struggling to get into business, and heís grateful for every break he gets. He speculates that most people donít make a living in acting field because they become worn down by rejections. They stop believing in their skills, and as a result, they try less and less. And by trying less, they succeed less. If they would just work numbers, and eagerly go for every opportunity, theyíd work more, polish their skills, and theyíd stay busy doing what they love. Success would then become inevitable. Iíve been giving considerable thought to fear of rejection, and hereís one of my conclusions about it:
It isnít rejection that is intrinsically disturbing. Itís interpretation we make about it that drives us nuts and prevents us from realizing our potential.
What do we tell ourselves? In essence, we draw wrong inferences and make inappropriate generalizations from these experiences. For one thing, we tell ourselves that rejections will be pervasive. If X rejected us, so will Y and Z. Another tendency is to believe that todayís rejection will be permanent. If X said no yesterday, heíll definitely say no today and tomorrow. Finally, we tell ourselves that rejection is personal. Itís about us, as individuals, and it reveals fundamental flaws about our character, our skills, or our attractiveness.
The 7 Deaths of a SalesmanWritten by Mike Nacke
In sales, you can work one of two ways. You can either do things you should do or you can do things you want to do. Sometimes these are one in same, but more often they are at odds with one another. However, this article isnít about doing right things, itís about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, youíll be well on you way to selling success.
Eternal email can occur several different ways. The most common of these is checking your email every five minutes in eager anticipation of something new. Another way to waste your day with email is by relying on it for long messages or conversations that last longer than a few sentences.
To control your email instead of other way around, set aside two or three scheduled times a day to check it. Also, never have a conversation over email that could ever be misinterpreted because of rigidity of writing instead of speaking. Embrace your telephone for communication with your clients, prospects, and colleagues. In age of information overload, a friendly voice on other end of phone can greatly separate you from your competitors who are taking hours of their clientís time with excessive emails.
Personal Phone Calls
How many people do you know at your office that take at least a dozen personal phone calls a day? I bet at least one or two people came to your mind almost immediately. Do you know why? Because taking personal phone calls is one of most distracting and unprofessional things you can do in a corporate environment and is immensely irritating to co-workers. If youíre concerned with productivity, this should be one of your most irritating pet peeves.
If you donít think that taking personal phone calls at work is such a bad thing, then you may be very person at office that everyone is complaining about.
In sales, if youíre having problems with personal phone calls, I recommend putting a little note on receiver of your phone that says ďCan this Wait Until Later?Ē Most of time, when you take a personal call at work, itís because you think it has to happen right now. Ask yourself this question before taking any personal phone calls at office and youíll quickly start to take less time each day with distraction.
Unplanned Internet Research
A killer for sales people is surfing internet for hours at a time and justifying it as prospect research. Should you do research every day on your clients and prospects? Of course you should, but only if it doesnít interfere with your more important tasks such as meeting with clients, following up with prospects, and asking for referral business.
The key to overcoming unplanned internet research, as well as many of these other distractions, is planning your day night before. Lay aside a reasonable amount of time each day for research (probably between 30 minutes to an hour) and make sure you donít go outside of that time next day. Try to keep this philosophy for your sales research, only do research that you plan to act on in next 24 hours. That will prevent you from doing any research that you might forget before having opportunity to use it.
Running Personal Errands on Your Sales Route
Whether itís dry cleaning, grocery shopping, buying shoes, or anything else, keep your personal errands out of your business life. Why? Because you have a limited number of hours each day to sell and you canít afford to spend that time on things that arenít making you any money.
In sales, everything should be weighed according to its opportunity cost. You probably remember this from your economics class in college. Basically, opportunity cost means cost of something in terms of an opportunity foregone (and benefits that could be received from that opportunity). Whether cost is time, safety, or money, nothing is ever totally free. So when youíre picking up your dry cleaning during time that you could be making phone calls, opportunity cost of doing that is amount of money you would be making if you were making calls instead of picking up your dry cleaning. Measure everything in sales by looking at opportunity cost and youíll find that making decisions about what to do first becomes much easier.