Things That Can Lengthen Your Sales Cycle - Fear of rejection
We have come to the last point on the list of things that can lengthen your sales cycle and it brings us full circle to the first posting in this series, Fear of cold calling, where I touched briefly on the fear of rejection.
If fear of rejection is holding one back from initiating the sales cycle with a prospect, the sale may never be made.
It is easy to say not to take an objection personally, but one must accept it. Fear of rejection is a common barrier for people who are new to the job of sales. It is unrealistic to have the expectation that everyone you talk to will buy from you.
One way to help mitigate this fear is to prepare for your calls in advance. Set reasonable objectives for each call you plan to make. Know the reason you are calling and practice your approach with a colleague.
Don't let yourself get in the way of doing what you need to do by making up negative answers to justify why you do not have to make the call. Here are the most common excuses I have heard:
- I didn't want to bother them
- They probably won't be in anyway
- They won't be interested
The bottom line: If you do not make the calls, you can not expect to make the sales.
Instead of excuses, have reasons to make the call.
- Know your value proposition
- Be passionate about your product/service
- Stop 'selling' and start helping
Good selling,
Richard
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