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оформить отказное письмо This FEAR (the FEAR OF REJECTION) is perhaps the HARDEST to detect in a salesperson - but by far, the EASIEST to correct. Yet too many salespeople tend to take rejection personally. This type of (so called) rejection stems from prospect's and include as diverse a variety of easily solved problems as:  ? "I cannot afford it" ? "Your price is too high" ? "Your product is overpriced" ? "Your competitor has a better product" ? "I don't think the colour will match" ? "I'll pay an excessive amount of interest" . . . and so on. To any other salesperson, they are normal objections, and are easily answered. But to anyone who has begun to take rejection personally, they become an affront that can't be answered easily. This personal rejection mainly rears its ugly head when these salespeople experience problems with their closing rates:    ? When their enthusiasm drops;    ? When their attitude changes in one of "I could" - to one of, "I'm uncertain".    ? When life offers them a lemon - and they simply suck onto it.    Quite simply, personal problems enter into and prioritise themselves in the individual's workplace performance. Here too, the perfect solution is is simple. What the prospect is rejecting is not the salesperson, however the offer. In fact, most times, the prospect isn't even rejecting the product or service for sale. Again, the only thing that is being rejected may be the offer. One thing the salesperson can learn from this encounter is that the prospect is actually saying "GIVE ME MORE INFORMATION ON HOW I CAN BUY FROM YOU." . . . "IN THE EVENT THAT YOU SELL ME PROPERLY, IT’S LIKELY THAT I AM GOING TO BUY - BUT SELL ME PROPERLY FIRST". But if the attitude is wrong, the salesperson doesn't hear what the prospect means - the salesperson only hears what the prospect says.    1. FEAR SHOULDN'T BE THE ENEMY    A long time ago I was taught a mnemonic. Fear stands for:-    False Evidence Appearing Real = FEAR I have no idea where it originated from, but I know it's true. отказное письмо set-in in selling. The salesperson is the expert for that service or product. The salesperson has more expertise, more experience, more knowledge and better back-up than any prospect.    Apprehension, consternation, dismay, dread, fright, horror and terror are a number of the by-products FEAR can instil. The salesperson should realise that most good selling presentations were created around FEAR. Actually, FEAR sells greater than any other sales structure or process available to the salesperson today. If the salesperson learns to place this knowledge in to the right perspective, they will benefit from FEAR.

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