Power Selling: Do Not Let a No Undermine Your Confidence
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No matter what you sell, you will inevitably face rejections and refusals, but learning to see “No” as valuable feedback can take your sales to a new level. Regardless of how often we hear “no” it’s a tough thing to take.
Over the years, I’ve had as many rejections as anyone else, especially as an author who doesn’t have a “celebrity” name. Below there are some ways I’ve learned to cope with this situation.
Don’t let a “no” undermine your confidence, your belief in the value of your product, idea, book, or your ability. Go out and resell it again!
1. It’s only their opinion – When someone tells us that what we’re attempting can’t be done, we tend to think they’re right. What I’ve learned is to look at that “no” as just that person’s opinion. It isn’t good or bad; it’s just data coming in to me. I can analyze it and make my next move smarter. What I’ve received is valuable feedback that can help me to find a new and different approach.
2. Don’t get defensive – It’s OK to get angry when rejected, what’s not OK is to make excuses or try to persuade the other party that they are wrong. Use your anger to get yourself going again, let that “no” create a sense of urgency to find a better way.
Take action to prove that the other person is wrong. Instead of getting depressed when rejected, take up the challenge, and vow to solve the problem and demonstrate that you were in the right all along.
3. Let history be your guide – If people are laughing at your ideas, ask yourself why that might be. Is your idea just ahead of its time? Or is it because you haven’t expressed your concept well enough, or demonstrated to prospects how they’re going to benefit in the long term?
Understand that it takes time for every new idea, product to gain acceptance. When Alexander Graham Bell said he had found a way for people living thousands of miles apart to communicate, other people scoffed and said it couldn’t be done.
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The rest as they say is history. Examples like this one teach you that other
people who have been laughed at and told “no” have managed not only to achieve
their goals, but also to surpass them.
In the past, hearing “no” from a prospective client or publisher would have sent
me into a tailspin. Now, I try to embrace the rejection, and take that
information to see what I can learn from it. Doing so lets me come out stronger
every time. It will do the same for you.
Believe it or not, there are plenty of opportunities out there for you to get
your written materials free of charge, for free advertising space, and free
business advice.
For free advertising space, many publications will write an article about you or
your product if you purchase advertising space with them. One way publications
sell advertising space is to agree that if the advertiser purchases the ad, he
will also receive a certain amount of free editorial space.
This free editorial space essentially doubles the amount of space you get for a
given amount of money. This editorial space is devoted to an article about the
company or individual or product, and it has the added cachet of seeming to be
work of an outside source. The editorial company be written by the publication
staff, or the advertiser may provide the copy.
Press releases can be another excellent source of free space. A well-written
press release on an interesting subject will attract the editor’s interest. The
editor may even follow up with a phone call for more details. The result can be
anything from a paragraph to a feature article. All this comes for the price of
mailing the release. Keep in mind that you want to target the publication that
write about the kinds of things you are doing.
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