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How to Deal with Rejection? – Part 2 |
Tough Nuts – "I am already making enough money"
Those are my favorite hard nuts to crack since they are so stubborn and think that
they are making enough money by working for a rich employer who is paying them a
little bit more than others. Those tough nuts act arrogantly and show unrevealed
ego or in some cases they reveal it very vulgarly. It seems that they have worked
so hard in their lives to get to such a financial and social status.
Cracking those hard nuts can be as easy as seeing into them. Usually, they have
a challenging type of personality since they have fought very toughly throughout
their lives. Tackling them comes from persistence while scratching their challenging
persona using a very sharp object that will allow the nut to crack itself.
They will immediately shut you down, the minute they realize that you are offering
them an opportunity and you'll be faced with a phrase or an action that will insinuate
their poise and refusal. At this point, you should understand that the door has
been shut in your face but not the window, the other window, the roof, the walls
of the room, the telephone line or the internet nor even the toilet seat!!
Immediately change the subject following the first indication of rejection, and
shift the conversation to a suppler subject that will ease the tension. Most probably
you have introduced the business from the – 'money making part' which sort of insulted
the ego of the tough nut!!
If the hard nut refuses to learn about a proven and successful business opportunity
then delicately - approach from the 'product part' of the business. Use the ego
that made the hard nut refuse your opportunity in the first place to accept trying
your products. Try using all the different selling skills starting from an immediate
sample trial such as the Hand Wash of ProLife's Skin Care line to using the big
mistake versus the small mistake technique to sell the ProLife's Food Supplements.
Impress the tough nut with the ProLife Superior Products, which are produced in
the top ranked Pharmaceutical manufacturing facilities in Africa and the Middle
East. Make sure you sell the companies reputation to gain more credibility for yourself.
Do not portrait yourself as a sales man so as not to create the 'us/them' relationship
between yourself and the tough nut. An Direct Saleser is not a salesperson, but rather a
business man who exercises sales as part of his/her business activities.
If you succeed to make the tough nut a user of your products then it is only a matter
of time until he/she becomes your downline. The minute you close a sales deal and
the hard nut accepts to try your product(s) - end the business conversation, shift
to a casual subject and end the meeting without taking another appointment, yet
make the tough nut feel how important he/she is by showing how happy you are by
meeting him today.
Skip two to seven days, depending on the product you sold him /her and the time
needed for a genuine test, and call the tough nut on the phone inviting him/her
for a cup of tea either somewhere public or at your home depending on the degree
of your past relationship with him/her.
On the second meeting, speak about all the casual subjects in the world and make
the hard nut anticipate your approach to reveal the efficacy and efficiency of the
products that were sold to him/her. Once you feel that the impatience of the tough
nut is about to blast, make the approach tactful, yet skilful, and receive the testimony
very calmly whether positive or negative. React elegantly towards the testimony
and make sure the tough nut understands where you stand from his/her words.
Absorb all negative statements because, most probably, the tough nut is not refusing
the products but rather refusing you selling him/her unless the objections are genuine
such as allergies toward a skin care or damaged product.
At this point, the window is shut down but not the other window, roof, walls of
the room, telephone line, or the internet nor or even the toilet seat!! Relax and
put the tough nut on your long run list. Chit chat and work on developing a stronger
relationship – friend to friend relationship. By time, make sure the tough nut sees
you always a winner. Create a winning selfimage of yourself that will dazzle the
tough nut.
Invite other people who are trust worthy to the tough nut and let them share their
experience about ProLife. Invite the tough nut to a ProLife event or presentation
to show him/her how professional the business is. Expose him/her to the multi-national
staff and let them impress him/her with their expertise. Let him/her sees how serious
the independent distributors, as well as you are.
In every action, word and body posture show the tough nut how evangelized you are
about Direct Sales, ProLife and its products. When such tough nuts experience
the evangelism of others they are usually self-provoked to challenge themselves.
From time to time, inject quotes that denote overcoming ones challenges such as
the very popular quote of many coastal cities "The Sea is always hungry". A human
being by nature is always greedy for more, more of challenges and contests in life.
Work relentlessly on provoking this aspect of the tough nuts' personality and by
time it will eventually crack itself. An Direct Saleser will never lose hope.
"The more I am rejected the more I will be accepted"
By Dr. Ahmed Wagih |
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