The sales manager & business coach and the real estate trainer deal with "fear of rejection".
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Business trainers and sales managers and real estate trainers say that the number one reason in sales prospecting is why business sales people and real estate agents don't prospect is fear of rejection.
A real estate sales manager and business-to-business trainer and real estate trainers goal is to help you to overcome that fear of rejection.
Fear of rejection in business-to-business prospecting and real estate prospecting is commonly referred to in many different ways. Whether it is called fear of the telephone prospecting, or call reluctance, the common element is tied to the human emotion of “fear.”
The sales manager and business trainer and real estate trainer tell us that salespeople say it's easy to blame the company for not having enough new business.It is more accurate to blame your emotional state on your ability to control fear.
"Fear makes us a coward." Real estate trainers and sales managers and business trainers cite the low threshold for pain. It is a fear of conflict and disapproval to which it is easier to retreat to a comfort zone protected from hostilities where we are safe.
Real estate agents and Business-to-business sales people rationalize and have thousands of excuses to avoid the possibility of appearing to have a weakness. Instead Real estate agents and Business-to-business sales people just don't prospect.
For a Business to business sales person or Real estate agent who can't take conflict, the answer is to blame the prospect for being unreasonable We take the path of least resistance by not picking up the phone and making a prospecting call. When negative feelings control your actions, the basic element of getting new business becomes a function of the human condition. The first step of the in business process is stopped before starts.
The process for a Real estate agent or a Business-to-business getting a potential customer must be accomplisted or you'll have no business. Fear of rejection and all of its derivatives is the universal feeling that nearly every warm-blooded human being has. It has become a basic obstacle to contacting a person they don't know.
Fear is natural and it is the universal human condition. John F. Kennedy was right with his insightful observation when he said, “We should never let our fears hold us back from pursuing our hopes.” Deeply imbedded in our sub-conscious is the naturally occurring instinct to avoid anything that causes mental pain.
Over time we developed all sorts of personal scenarios that we keep playing over and over in our mind. Sales managers and sales trainers and business trainers agree that most people are uncomfortable meeting someone new.
To acheive successful selling you must be comfortable meeting new people even though you may face the fear of rejection. It's the one key ingredient that stands between you and the successful selling and making money you dream about.
Find the solution to the telephone prospecting problem and everything else will fall into place. You will achieve success and making money and wealth you are capable of. Avoid it and you are destined for mediocrity. You can't pick your options when it comes to “emotions” or “intellect.” Emotions will always win out over intellect.
When we become emotionally involved with the outcome we tend to react with words that may not serve us well. People get so wrapped up in their own fears that they don’t fully understand what is happening around them. If they are provided with something to support them, such as a business script or sales script or a prospecting script, they tend to forget their fears as if they didn’t exist.
Everyone has fear, worry and doubt. Fear can lead to loss of confidence and burnout. A salesperson who avoids calling prospects, especially Expired listings, Foreclosure homes, and For Sale By Owners is probably going through a phase of burnout. Instead of forcing them to change careers, change there skill level.
When you feel that fear is a result of what someone else says to you, you are giving them undue power over you. Fear, worry, and doubt cause a salesperson to burnout. The resulting loss of confidence is the reason a salesman procrastinates and puts off prospecting.
Minimize the fear of the telephone prospecting call. We can't remove all of your fears when making telephone prospecting call. Accept the fact that there will be some degree of fear you will experience. You're not human if you don't have any fear.
Having a business script or a sales script or a real estate prospecting script will keep you avoid telephone prospecting call in the first place.
By isolating that which evokes the reaction, the telephone prospecting call and the real estate prospecting call will become friendlier and easier to make. Acknowledge the fear and examine it, and then it can be handled. You won't let a gruff voice or a bad attitude of a prospect keep you from your goal of becoming successful in generating new business.
Whe salespeople make a sales call or prospecting call or a business development call they dislike controversy and hostility. Sales managers and real estate trainers and business trainers claim that salespeople want everything to go just right. They don't like controversy because they feel it's like walking through minefield.
Real estate agents and business-to-business sales people avoid controversy by "giving up" prematurely and ending the prospecting call. Hostility from a prospect is reason enough to end the call and move on. "Flight from fright" takes its toll once again. It is enough to avoid telephone prospecting and making the prospecting call in the first place.
A hostile prospect has a lot of issues that can't be solved by a real estate agent or a business sales person but it's hard not to take it personally. What’s the big deal about fear of rejection anyway? We get it all of our life.
In real estate sales and business to business prospecting and business development, if we don’t make any calls we won’t have to face the possibility of facing these fears whatsoever. Who wants to take the chance of that happening?
Sales managers and Real estate trainers and business training professional try to anticipate stressful situations when making prospecting calls. Who wants to walk into a meat grinder? After a certain number of stressful calls are made, the prospector/salesman is in no mood to take on another traumatic situation. The dislike is so powerful that real estate agents and business sales people find a way to avoid making calls to hostile prospects.
Business sales people and real estate agents can’t just do the fun stuff anymore. They’ll choose “schmoozing” existing customers any day over approaching prospects by cold calling. Real estate agents and business salespeople elect to do paperwork, nonessential work, and administrative busy work that should be done by others instead cold calling and devoting their time to finding new business.
Real estate trainers and sales managers and business training staff tell us that “Fear of rejection” is number one followed closely by “fear of speaking in public.” Fear of speaking in public is shared by nearly everyone. Don’t you just hate it when you’re at a gathering and they want everyone to stand up and tell something about themselves?
It could be a meeting or seminar and it’s almost your turn to “stand & deliver.” Yikes! I don’t want to do that again. The feared “Stand-up” in front of an audience has happened so many times that you’d think people would do whatever is necessary to prepare a sales script or business script. Most people are struggling with what to say right up to the time it’s their turn to stand up and speak.
Fear of success demonstrates the universality of our impoverished feelings about money. Some people cannot handle the trappings of success because they were constantly reminded by their parents that failure was their lot in life. They were told that through a constant drumbeat of a negative outlook on life. The sales manager and real estate trainer and the business trainer has inherited the problem.
How can you possibly be successful when your subconscious is saying “you shouldn’t get too big for your britches?” It was “their” cross to bear, not yours.
Negative psychological thoughts that were implanted at an early age are constantly holding back the real estate agent and business salesperson. Our parent’s negative mindset is powerful whether we realize it or not. It shouldn’t be taken lightly but it can be changed once we acknowledge it.
Afraid they won't know what to say. Real estate agents and business sales people never say the same thing twice. Consequently, they don't get good at what they say. It really boils down to feeling that you won’t know what to say therefore if you avoid the telephone call to the prospect, you’ll rule out the possibility of feeling bad. Fear is a triggered response.
The real estate trainer and business coach and sales manager will spend countless hours helping people overcome their fear of disapproval.
Fear of disapproval is a close cousin to “fear of rejection." We are all emotional beings and not intellectual beings. The real estate trainer and business coach and sales manager constantly tell us that emotion overrides our intellect when we are called upon to make a decision.
Disapproval is difficult to take no matter who it comes from. Telephone prospecting and one of a side is fraught with fear of disapproval because total strangers have no reason to hold back when giving their opinion. The business coach and sales manager and sales trainer tries to build up a salesperson's confidence.
Real estate trainers and sales managers and business coaches try to overcome the salespersons fear of strangers reactions. There is no problem calling on people the salesperson knows and have a relationship with. It’s quite obvious because they are not a stranger and there’s no stress or discomfort. Prospecting for new business and business development and doing business with a customer are two completely different functions.
Remember it is natural to focus on the few bad experiences that happen instead of the majority of instances where people are quite nice. Business to business sales people and real estate agents tend to be “helpers and pleasers” and want to be liked and accepted.
When telephone prospecting, someone might be bold enough to trample on a real estate agents or business-to-business sales persons feelings. All too often real estate agents and business-to-business salespeople take it personally. They don’t like controversy and avoid adversarial situations including telephone prospecting. It isn’t surprising that the thought of making a telephone prospecting attempt conjures up visions of harsh treatment.
The sales manager and real estate trainer and Business Coach and Life Coach delves into a worrier's fear. Fear of the unknown holds undue power over the psyche. Anxiety is fear based. Anxiety is worrying in the present about something bad happening in the future. It keeps real estate agents and business-to-business sales people from reaching their potential. Worriers spend untold amounts of mental energy conjuring up bad things that could happen to them.
The fears generated of something bad happening is far more powerful than it if it actually happened. Something said or something happening must occur that stimulates anxiety that it will happen again according to the sales manager and sales trainer and Business Coach and the Life Coach.
A social slight, a put-down, belittled by someone’s stinging remark can get blown out of proportion just thinking about it. Not just the event itself, but the way the person torments themselves today thinking about how they will feel when and if this dreaded event actually happens.
The cause of burnout is a major problem of the sales manager and business trainer and sales trainer and Business Coach and Life Coach. It’s not “if” but “when” something will happen that will cause pain. It's an inevitable course of events. Anxiety is the emotion we feel when we anticipate the feelings we may have when we are doing something very painful. Does any rational person really enjoy telephone prospecting process knowing that rejection is a part of it?
The sales training and real estate training and business training all deal with the element of human nature. You can't change human nature. Human nature hasn’t changed in thousands of years and never will. People will react the way human nature dictates. They respond automatically and instinctively instead of logically the sales manager and Real Estate trainer and life coach and the business coach reminds us.
It is essential that you understand the elements of human nature that drive real estate agents and business-to-business sales people. We live in a business world of combativeness, hostility, and a take no prisoner’s mentality. Telephone prospecting and meeting new people is fraught with anxiety.
Sales managers and business trainers and Business coaching and coaches for real estate agents have their work cut out for them. They have to come up with a real estate training and business-to-business prospecting method that has very few books written about the topic.
Real estate agents and business sales people let their emotions overcome logic. Sales people cannot let a few antagonistic individuals ruin their most valuable source of business. Real estate agents and business-to-business sales people get upset and overreact when treated rudely.
Logic reminds us that we tend to dwell on the few bad people that give us a hard time and forget about the many good people we meet. The reality is that potential prospects don’t harbor any more ill will toward local small-business owners and business professionals and real estate agents then they did before the proliferation of telephone prospecting.
Positive thinking exercises have great value but are no substitute for the real reason that business professionals and real estate agents and business-to-business salespeople don't prospect. Positive thinking will not alleviate the fact that fear is caused by what others say to us. It’s become a brutal arena for doing business.