Objections

Sales performance and leadership coach Jeb Blount – who also wrote Virtual Selling and many other sales books – understands that salespeople must swim in rejection like fish swim in the sea. He guides them in how to deal with objections, overcome them, and ascend in their careers. He clearly understands that navigating these waters successfully boosts their professional self-esteem as well as their earnings.

Ask

Rejection cannot hurt you. Being timid can. To succeed, salespeople must step up and make specific asks. For example, says author and sales expert Jeb Blount, you must ask for the background information and data you need to craft a compelling proposition. You must ask for an appointment to present your pitch and demonstrate your products or services. You should ask, as well, for introductions to other decision makers or influencers. As you move ahead in the sales process, he advises, ask for low-risk “micro-commitments,” followed by asking for crucial “buying commitments.”