Fear of Rejection Is a Bogus Excuse for Failure

GITOMER, Jeffrey
July 2011
State Journal (WV);7/29/2011, Vol. 27 Issue 29, p34
The article offers information for sales personnel on how to overcome rejection in a sales call.


Related Articles

  • To shake off a slump, pro rolls out spy skills.  // Sales Insider;10/28/2011, Vol. 6 Issue 123, p3 

    The author relates a story of sales professional who was in a sales slump and how the calls from competitors helped him pull out of the slump.

  • The Five Don'ts of Cold Calling. Carlough, Judy // Business NH Magazine;Sep2007, Vol. 24 Issue 9, p64 

    The article presents the five don'ts of cold calling in New Hampshire. It states that standard opening such as "Hi, I am" would not get through to someone. To get some attention, sales persons should sound very different. It also suggests to prepare simple, compelling questions guaranteed to...

  • Objections - A Natural Part of the Sales Process. Urbaniak, Anthony // American Salesman;May2008, Vol. 53 Issue 5, p3 

    The article presents a discussion about objections as a part of the sales process. Objections from consumers are to be expected and are normal. It is noted that salespeople should see an objection as a sales aid. In most sales calls, the prospect will raise some important objections which the...

  • Writer's Block. COPELAND, DAN // Business People;Aug2011, Vol. 24 Issue 8, p4 

    The article discusses the need for preparation by sales people in making sales calls. The author expects sales people to be good in their job by being knowledgeable of their product and the person or business they are calling on. According to the author, he wants the sales people to know if...

  • Twenty questions every sales manager should consider regarding their salespeople.  // Enterprise/Salt Lake City;8/23/2010, Vol. 40 Issue 7, p9 

    The article presents questions and answers related to productivity of a sales force including the effective use of their time, the capacity of salespeople to know their sales call-to-close ratio and the enthusiasm of salespeople to attend sales meeting.

  • Master cold-calling.  // Communication Briefings;Jun2014, Vol. 33 Issue 6, p6 

    The article presents a discussion of using cold-calling as an effective tool for sales representatives, adapted from the article "Hate Selling? How to Get Over It—and Get Good at It," by Geoffrey James.

  • Habits of successful salespeople: Meeting prep. KEHOE, KEVIN // Landscape Management;May2015, Vol. 54 Issue 5, p56 

    The article offers tips and suggestions for salespeople for a successful sales call. Topics covered include the goals of a call in a sales cycle, the importance of setting the agenda for the call, the three parts of a call and their purpose, and tips on how to deal with objections from any...

  • What Would Ben Think Of The 'Franklin Close'?  // Grand Rapids Business Journal;12/17/2007, Vol. 25 Issue 52, p21 

    The author suggests a better way to use the Benjamin Franklin Close or the Balance Sheet Close, a tactic used to close a sale. He notes that the Franklin Close is Old-World selling that does not work and it annoys the buyer. The author recommends sales personnel to use the Franklin Close on...

  • And the Best Salesperson Award Goes to ... Meryl Streep. Berman, Helen // Folio: The Magazine for Magazine Management;Nov2009, Vol. 38 Issue 11, p53 

    The article focuses on the similarities between acting and a salesperson's job. The author says that like actors, good sales personnel immerse themselves in the important aspects of their job such as analysis, competitive studies and industry trends. The author says that sales personnel separate...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics