Every once in a while, I read something that a so-called sales expert says that really ticks me off. The other night it happened again. I was doing a quick scan of the latest issue of a popular magazine when suddenly I came across a whole slew of idiocy in just one article.
Here's just a taste of this lunacy …
- "In sales, the results are in the rejections."
- "Every time a contact results in a rejection, your salespeople can view the rejection as making money."
- "The secret is for each salesperson to realize how much rejection is necessary for success.'"
- "Sales managers must coach their teams to embrace rejection."
This is the stupidest advice you could ever get. Think about it. Can you ever imagine yourself saying this:
"Hallelujah! I've made 66 calls today and actually connected with 24 people. But of that number, 23 of them were total failures. Those decision makers blew me off as fast as they could. But one person asked me to sent a brochure, so it was really a great day. With all those rejections, I'm well on my way to success."
Let me tell you why it's even stupider than you might think.