Consultative Selling
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It's really important, in sales, that you don't perceive it as rejection when somebody doesn't like what you had to say. Remember: it's about them, it's not about you. Think of a 'no' as a request for more information. A fear of failure or rejection will lead you to begin fearing that fear itself - all of which compounds into a real, physiological reaction in you that may cause you to think an opportunity is over when it's not. When the economic climate gets hard, some small-business owners get scared, and may have an impulse to not want to spend any money whatsoever. But as a consultant, when you see that an investment is good for a business's bottom-line, you have a responsibility to get past that small-business-owner's fears to help them understand the value of what you're offering to them even in a difficult economy. That first knee-jerk refusal is a perfect example of a 'no' that you could take as a rejection... or you could see it as a case of the customer needing to know more in order to make an informed decision.