Say Good Riddance to Your Fear of Rejection

Ask any sales professional what he or she fears the most, and the answer will most likely be "rejection." In a profession where having doors slammed in your face, being hung up on, and being cussed out are part of a day's work, it's no wonder that salespeople have a genuine, sometimes crippling, fear of rejection. However, that fear will do nothing to help your sales career, and in fact, it just might be the death of it. That's why it's very important to concentrate on overcoming your fear of rejection, which can be done through four simple training exercises.

Exercise One: The first thing you need to do to overcome your fear of rejection is realize that the customer is rejecting your product, not you as a person. Not everyone will need what you are selling. That is a fact of life. You need to understand that very clearly so that you realize that if someone turns you down, it's your product he or she is turning down. There is no reason to feel bad about yourself or your abilities as a salesperson if this happens. Sometimes people will simply not need your product. If this is the case, move on to the next prospect who might.

Exercise Two: Another step to overcoming your fear of rejection is to look and dress the part of a successful salesperson. It's no secret that looking good brings confidence, and confidence is exactly what you need to get over your fear of rejection. If you go into a sales meeting sporting your best suit, a fresh haircut, and a squirt or two of your favorite cologne, you'll be confident in how you are presenting yourself to the client, and even if the client turns you down, you will know that the rejection wasn't about how you looked or presented yourself.



Exercise Three: In order to minimize not only the actual rejection in your life but also the fear of it, be as prepared as possible before any sales call or meeting. How can you be the most prepared? Practice, practice, practice. Practice your sales pitch in front of your family and friends, and ask for their feedback. Also, have your family and friends role-play with you so that you are prepared for various situations. And if you are brave enough, get someone to videotape you so that you can see for yourself the areas in which you need to improve.

Exercise Four: If you feel that your fear of rejection goes deeper than being afraid during a sales call or visit, try visiting your past to see what might have instilled this fear. If simple exercises meant to help you get over your fear of rejection do nothing for you, it may be because your fear runs deeper than your current job responsibilities. In this situation, you may want to consider visiting a therapist who specializes in this area who can walk you through your past and come up with a solution to the problem that is negatively affecting your life.