You bought a “no.” Perhaps two. Perhaps twenty.
And now prospecting seems like strolling right into a wall you constructed your self. Each follow-up feels heavier. Each pitch feels riskier. The arrogance that used to return naturally has quietly disappeared.
Right here’s the reality Ray Higdon desires you to listen to: rejection isn’t private. However insecurity makes it really feel that manner.
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Step 1: Put Your Rejection in Perspective
Most community entrepreneurs take rejection as a verdict on their value.
However take into consideration what you’re truly promoting. You didn’t invent it. You didn’t combine it in your basement, file the patents, or construct the availability chain. You’re a rep. You signify another person’s product, service, or alternative.
So when a prospect says no, they’re not rejecting you. They’re declining one thing you didn’t even create.
Now examine that to those names:
- C.S. Lewis was rejected over 800 instances making an attempt to publish his personal concepts.
- Jack Canfield and Mark Victor Hansen had been rejected 144 instances earlier than Hen Soup for the Soul acquired picked up.
- Dr. Seuss confronted 27 rejections. So did Gone With the Wind (38 rejections). Stephen King (30 rejections). J.Okay. Rowling (12 rejections).
Each certainly one of them was promoting their child. Their brainchild. The factor they poured months or years into creating from scratch.
They usually nonetheless heard no. Over and time and again.
You’re representing a product another person constructed. They had been representing themselves. They usually acquired rejected lots of of instances. Perhaps it’s okay so that you can hear no.
As Jim Rohn stated: Don’t want for issues to be simpler. Want so that you can be higher.
Step 2: Get Hooked on Your Exercise, Not Their Response
Right here’s the place most reps go incorrect.
They tie their emotional state to the end result of each single dialog. Somebody says no, and so they spiral. Somebody ghosts, and so they query every thing.
Ray’s answer is a mindset shift that modifications every thing: construct a no-quota as a substitute of a yes-goal.
When Ray was constructing his enterprise, he went for 20 nos a day, each single day, for six months. Month seven, he grew to become the primary earner of his firm. Not as a result of he acquired fortunate. As a result of he stopped needing any particular person sure to really feel progress.
When you may have a no-quota, each rejection is definitely a win. You’re shifting towards your each day objective. The emotional math flips.
His good friend Mike Dillard put it merely: When must you attain out to family and friends? His reply: if you don’t care in the event that they join or not.
That’s not indifference. That’s posture.
Be hooked on your exercise, not their response. The second you want the sure, you’ve already misplaced your edge.
Chasing a response makes you poisonous to your pipeline. You burn out, beat your self up, and marvel what’s incorrect with you. Nothing is incorrect with you. You’re simply outcome-dependent.
Break that sample now.
Step 3: Cease Chasing. Begin Closing.
Confidence doesn’t come from getting extra yeses.
It comes from understanding that the no is simply a part of the method, and having the self-discipline to maintain going anyway. Harrison Ford spent 27 years enjoying minor roles earlier than touchdown a lead. Twenty-seven years. That wasn’t a product he was repping. That was his personal expertise, his personal face, his personal title on the road.
And he stored displaying up.
You’re representing an answer that may genuinely change individuals’s lives. Ray believes that. And he believes that extra individuals want to listen to about what you may have than are at the moment listening to about it.
The shift from chasing to closing isn’t a tactic. It’s a perception system. You cease performing desperation and begin working from conviction.
Use the Go For No For Community Advertising framework to construct your rejection resistance, your no-quota mindset, and the form of sturdiness that turns a six-month grind right into a primary rating.
Posture Examine
The reps who succeed long-term should not those who stopped getting rejected.
They’re those who stopped letting rejection outline what they do subsequent.
Cease chasing. Begin closing. Your product, service, or alternative may also help the world. Your job is to maintain displaying up lengthy sufficient to let it.
Able to Shut Extra and Chase Much less?
If you wish to go deeper on the posture and shutting expertise that make rejection irrelevant, watch Ray’s free 90-minute coaching at Posture, Persuasion & Closing the Sale. Enter your title and electronic mail and watch the entire thing. It is going to change the way you present up in each dialog.