Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and of course BNET. He is the author of seven books, including Business Wisdom of the...
If you did yesterday's exercise, you've integrated a powerful belief about the meaning of "rejection" -- a belief that keeps you motivated and energized even when and especially when things aren't going exactly as well as you'd like. However, the human brain functions on multiple levels, so you still...
Rejection can put even an experienced sales pro into a downward cycle of failure. Art Mortell, author of the bestseller The Courage to Fail, points out that the experience of selling is a five-step cycle, where beliefs create attitudes, which create emotions, which determine sales performance, which determine...
This week, we're going to turn that bane of selling -- rejection -- into something that will make you more effective and more successful. First some background. Why are you in sales? Money? Recognition? Achievement? Wrong, wrong, and wrong. All of those...
Hallucinations or not, rejections can still sting. And that's a good thing, because that pain represents a fabulous opportunity to improve your sales skills. Your challenge is to discover your personal threshold of pain and then take action to remove the sting. Here's how.Let's start by understand...
Fear of rejection is the bane of sales success. If rejections scare you, you'll avoid cold-calling, balk at hard bargaining and hesitate to close. And that's ironic, because rejection is only a hallucination. It isn't real. Let me explain.Suppose you make a cold call and the prospect hangs up on...
Earlier today, I posted a three step program for cold-calling in "How to Find New Customers (Pt. 1)." In that post, I mentioned that fear of rejection is a major reason that sales professionals find it difficult to cold-call. To help you with this issue, here's...
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and of course BNET. He is the author of seven books, including Business Wisdom of the...
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