{"id":1439,"date":"2010-06-30T07:30:06","date_gmt":"2010-06-30T14:30:06","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/no-fear-of-rejection-less-rejection-and-more-success\/"},"modified":"2018-01-25T19:45:10","modified_gmt":"2018-01-25T19:45:10","slug":"no-fear-of-rejection-less-rejection-and-more-success","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/no-fear-of-rejection-less-rejection-and-more-success\/","title":{"rendered":"No Fear of Rejection = Less Rejection and More Success"},"content":{"rendered":"

Most people don\u2019t like to hear other people say \u201cno,\u201d but in sales it happens all the time. Does the ability to handle rejection have a direct relationship to sales performance? Absolutely! Insensitivity to rejection is one of the most critical attributes of highly successful sales reps.<\/p>\n

To continue reading this post, click here >> <\/span><\/p>\n

Dave Kurlan, a leading authority on sales force development and author of Baseline Selling<\/em>, suggests that the top 5% of sales performers are not affected by rejection. Kurlan also lists resistance as the number one obstacle most sales pros can\u2019t overcome, explaining why the bottom two-thirds of that same resource pool have difficulty being rejected by customers.<\/p>\n

In fact, most industry analysts would agree, identifying fear of rejection as the primary reason most people don\u2019t enjoy sales. Learning to love \u201cno\u201d goes against human nature, and the process of shielding your emotions and separating yourself from the item for sale can cause sleepless nights and physical stress. Soon, selling becomes more chore than passion. The resistance leads to bad habits that can end a sales career before it begins.<\/p>\n

Many hiring managers consider a sales professional\u2019s ability to overcome resistance and demonstrate value to potential customers is an innate ability that can\u2019t be taught. You either have it or you don\u2019t.<\/p>\n

The reality is that there is probably a middle ground, where, over time, someone can become better at dealing with rejection and not take it personally.<\/p>\n

A smart recruiter understands that the value of thick skin and will work to test a candidate\u2019s sensitivity to rejection by carefully pushing them during the interview process. Comments such as, \u201cIt seems as if you are not the right fit for the role,\u201d or, \u201cI don\u2019t think this is going to work out,\u201d will elicit a fight from candidates who succeed by persevering. Weaker candidates will accept the potential rejection and allow the interview process to end, which effectively disqualifies them.<\/p>\n

Next time, we\u2019ll discuss strategies to overcome rejection and how to manage the impact on your sales force. As always, we welcome your comments on how you test candidate\u2019s fear of rejection or how you thicken the skin of your existing reps.<\/p>\n

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