In this Expert Insight Interview, Benson Agbortogo discusses overcoming fear in business. Benson Agbortogo is an investor, author, and founder at Consistent Profit Tree. He is the author of The Business System that Never Fails.
This Expert Insight Interview discusses:
- The fear of rejection and how to overcome it
- How to respond to rejection and look at it as an opportunity
- Shifting your mindset as a salesperson
Fear of Rejection
One of the most notable fears seen in sales and business, in general, is the fear of rejection. People are afraid that they will be rejected if they present their product or service to a prospective client. Since many people are so scared of being rejected, they don’t even try to go out there and talk about their product or service.
The fear of rejection is part of sales. The best salespeople look at a “no” as an opportunity rather than a rejection. The late great Zig Ziglar used to say that when you talk to people about your product or service, and they say “no,” you should interpret that to mean that they don’t know enough.
A “No” Can Be an Opportunity
It is your job to educate your prospects to get to a place where they can say “yes” to your proposal. This is the case if the people you talk to are qualified to use your product or service.
Sometimes, it is good to get a “no” from some people. Some people are not qualified to use your product or service, so by saying “no,” they are saving you a lot of time, energy, and money. This enables you to move on and look for the right people. Sometimes we stick with the wrong customer profile for too long, which can be a tremendous problem.
Shifting Your Mindset
So how can salespeople start to address the fear of rejection? This is a big fear inherent to the sales profession, and it is constantly there. The problem is that many salespeople have the wrong mindset, thinking about sales as a manipulative practice, so they resist their own profession.
Selling is not about manipulating people to get money from them. Instead, it is the distribution of solutions. People have problems, and you have an answer, so you should be proud and enthusiastic to go out there and distribute that solution if you care about your customers.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.