It’s not about you Many people, when they’re in a sales transaction, are too focused on their own experience and their own fears. This is why the fear of rejection is supposedly so predominant in sales. But even though the customer might be buying a ‘personal’ trainer the actual buying decision isn’t personal. It’s personal in the sense that they will want to work with someone they know, like, and trust but their ultimate decision will be based on the delivery and value they anticipate getting out of the transaction. They aren’t paying for companionship; they’re paying for results so don’t take it personally if a prospect decides not to go ahead with an offer. The key point is to adopt this position at the start of the sales process rather than resigning yourself to it at the end when the prospect has walked away. If you adopt it at the start, you can let go of any anxiety about rejection that might be troubling you. The sales conversation will then flow much more freely without the anxiety hanging over your head. Written by Brett Jarman.
Posted on: Thu, 17 Apr 2014 10:00:00 +0000
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