Behind refusing

In order to evolve, we all need to see the

results of our actions. For us sellers, it is
important to have the results of a sale that
went well acknowledged in order to gain
confidence in the products or service that
we promote.

The main drawback of any seller is the

refusal. Over time, we have seen how
many of the people that lefts this business have perceived a refusal as an annulment of their own
persona. It is true that its not in our habit or education to accept refusals as normal, these being
associated more with personal invalidation. What we need to accept is that this thing is part of a
sellers routine.

The ones that cant cope with this process usually take refusals to the heart, and thus their self-
confidence goes down and they become unable to sell anymore. Thus, they might sense things like
uselessness, stagnancy, blockage or even incapacity of observing their own progress.

An experienced seller will form a psychological protection barrier, depending on its personal
capacity of trusting the feedbacks that he receives. Contrary, they would take a refusal personally and
this way they would only manage to annul themselves. It would be as if they would buy the clients
refusal. However, they are both selling a certain state of mind to the other, because the client is also
looking to sell a negative answer to the agent.

An agent that is aware of its role and position will have the predisposition to evaluate himself
constantly. In order for that to happen, a refusal is only a growing instrument, a part of his practice
that offers him a direction towards his personal and professional development. Just like a musician
that constantly rehearses in order to find the perfect pitch, so is the seller permanently aware of its
own persona and of the qualities that he has.

I could compare the situation of accepting a refusal to the one in which a swordsman will show you its
technique and talent with a sword in his hand, a broomstick or a straw. Many selling agents, especially
the beginners, are not focusing on the personal technique and blame it all on the instrument with
which theyre working. With a good strategy you can attack or defend, and the success of some of us
can confirm this. Its like placing a Stradivarius in the arms of an apprentice and expect him to perform
flawlessly although he is just learning the first musical keys.

The reactions and feelings stirred by the negative answer a seller can receive are identical with the
ones of any other individual that doesnt own up to its job and it is rather insecure. No matter which
field you activate in, the maturity of a person will reflect in the attitude that he displays in difficult
situations.

If normally a refusal it is of such nature that it can scare someone, a sales agent that is aware of its
job will see these refusals only as part of its personal and professional growth. These barriers -
you need to overcome with an attitude leaning towards success, because only then will reaching the
set objective will feel highly rewarding and thus you will find the strength to go on.

For a good sales agents, a NO is a challenge, a part of its job, a proof that it is only a step in its
personal and professional evolution.