It took me a long time to figure this one out.
But I hate rejection.
I don’t like rejection from friends or acquaintances.
I didn’t like it when I was dating, before I got married.
I don’t like it when selling.
It just isn’t fun.
Now don’t get me wrong. I can “handle it”.
In fact my first job during my senior year in high school was working for the loan department of a bank contacting people who’s property taxes were delinquent to tell them to pay up, or else the bank would foreclose.
Fun job, eh?
Had to be done though, not because the bank is “mean”. But because if the taxes continue unpaid, then the county comes in and takes the property for themselves in which case both the homeowner and the bank both lose.
Anyway, I got a pretty thick skin.
But that doesn’t mean I want to put myself into unpleasant situations if I don’t have to.
One of the things I figured out while dating is that it sucks to get dumped.
Discovering that is one thing. Doing something about that is another.
The obvious thing to *do* is to be aware enough of what’s going on so that you are the one to do the dumping (if that’s where it’s going to go).
About the same time I clued into this, I started looking for ways to apply this to sales too.
I noticed similar feelings about winning and losing deals.
Winning feels great.
And walking away from, or “dumping” the prospect before they can dump you feels pretty good (or at least OK).
More important than how dumping first “feels” is what it does for your sales.
Dumping fast and first will increase your sales.
It increases your sales because you free up time that would have been wasted on working a loser deal.
And it increases your sales because dumping fast and first boosts your confidence.
When you are the one always making the decisions about things that affect you, your confidence stays high because you have no reason to see yourself as a victim of circumstances.
Start dumping fast and first, and you will avoid most rejection from now on, and you will increase your sales significantly.
Sell with Pride,
Shameless Shamus Brown
P.S. I have created a set of rules and techniques that will quickly put you into the “dump first” power position when selling.