This blog is for individuals seeking a career in sales. Its target is new prospects, as well as those considering a move from a support desk or service truck to the front line of sales.
The Hurdle
The word ‘No’ is the most formidable hurdle a salesperson must first confront.
It triggers primal fear rooted in our brain from the time we leave the cradle.
“No” is often perceived as personal rejection.
It’s amplified by life’s bumps in the road, such as not making the team tryout cut, failing an audition,
being turned down for a date, and well, you get the picture.
Many interpret this picture of rejection as failure, a rationale to quit.
Others confront ‘No’.
They overcome the notion of personal rejection and move forward.
They Are Only Words
The topic of sales is discussed in academic books and at business sales seminars. As a rule, they include the essential sales steps of “meet & greet”, “qualify”, “recommend”, “close”, and “follow up”.
Some also confront the topic of ‘No’ with limited guidance, such as ‘change your mindset’, or ‘re-frame ‘No’ as a positive opportunity. That’s all good. But they are only words.
Their words are like reading “The Science of Hitting” by Ted Williams, and expecting to hit a fastball, let alone reach first base. You won’t without the experience of confronting a pitcher.
Old School Retail
As there are many ways to reach first base, there are many paths that deal with ‘No’.
Be that as it may, I offer a tried-and-true old-school path –The Retail Counter.
Let’s assume you do not have experience with the retail counter and the buying public.
Therefore, you have little of value to offer a small retail business owner.
But you can offer to work for free.
It’s a fair exchange.
You sweep the floor, straighten the warehouse, and assist at the counter in exchange for ‘on-the-field’ experience. But fret not, the owner may still offer compensation.
Old School Works
Counter customers are generally neighborly and reasonable.
Yet some walk through the front door bitter and defensive.
At first, you may think you are the source of their scorn.
In time, you realize it wasn’t you.
However, their defensive attitude is justified.
Customers must too often confront high-pressure sales, impoliteness, ignorance, and lies.
Or worse, they are ignored.
Initially, they expect the same from you.
Your quest is to learn to overcome their negative expectation by repeatedly and politely meeting & greeting customers while answering their requests. Dealing with the public becomes a daily routine.
Now, consider this.
Major League Hall of Famer Willie Mays’ lifetime batting average is 302.
That means he failed 7 out of 10 at-bats.
And you won’t close every sale.
But you can analyze your strikeouts, adjust, and move on to the next at-bat.
In time, dealing with the formidable hurdle becomes almost as comfortable as sweeping the retail floor.
Old school works.
The bat is in your hands.
Postscript – There is one customer exception. Some folks are just crazy.
That’s It
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