You bought a “no.” Possibly two. Possibly twenty.
And now prospecting appears like strolling right into a wall you constructed your self. Each follow-up feels heavier. Each pitch feels riskier. The boldness 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 method.
Step 1: Put Your Rejection in Perspective
Most community entrepreneurs take rejection as a verdict on their price.
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 provision chain. You’re a rep. You characterize 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 occasions making an attempt to publish his personal concepts.
- Jack Canfield and Mark Victor Hansen had been rejected 144 occasions earlier than Rooster Soup for the Soul obtained picked up.
- Dr. Seuss confronted 27 rejections. So did Gone With the Wind (38 rejections). Stephen King (30 rejections). J.Ok. 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 obtained rejected lots of of occasions. Possibly 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 fallacious.
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 all the things.
Ray’s resolution is a mindset shift that adjustments all the things: 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 turned the primary earner of his firm. Not as a result of he obtained fortunate. As a result of he stopped needing any particular person sure to really feel progress.
When you will have a no-quota, each rejection is definitely a win. You’re shifting towards your each day aim. The emotional math flips.
His good friend Mike Dillard put it merely: When must you attain out to family and friends? His reply: while you don’t care in the event that they enroll 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 surprise what’s fallacious with you. Nothing is fallacious 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 realizing 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 saved exhibiting up.
You’re representing an answer that may genuinely change folks’s lives. Ray believes that. And he believes that extra folks want to listen to about what you will have than are at present 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 type of sturdiness that turns a six-month grind right into a primary rating.
Posture Test
The reps who succeed long-term aren’t 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 will help the world. Your job is to maintain exhibiting 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 abilities that make rejection irrelevant, watch Ray’s free 90-minute coaching at Posture, Persuasion & Closing the Sale. Enter your title and e-mail and watch the entire thing. It’s going to change the way you present up in each dialog.
