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I came across an article today about the founder of Mary Kay Cosmetics who truly was a legend in sales. As someone who actually knew the woman and spent time in her space as she mentored me, I wanted to share one of the things that I learned from her that can help you with my Direct Sales Mentoring.
One of her most outstanding traits was her courage. Did you know that courage is NOT the absence of fear, but the ability to continue in spite of it? In my opinion, that is the most common thing that holds people back in not only Direct Sales, but any sales- the fear of rejection. This is most prevalent in WAHMs in Direct Sales.
Just the thought of a possible rejection stops many from even making that phone call or approaching that potential client. Yet, few will admit that is the reason for their lack of action. I hear a litany of excuses instead of the real reason.
I’d like to give you two analogies that may help you over come this thought and give you the courage to take action in spite of your fear.
Suppose you were in a classroom or conference and you opened up a pack of gum or mints. As a courtesy to the people sitting near you, maybe you would pass it to them , offering them a stick of gum or a mint. How do you feel if someone says “no, thank you”, or just passes it to the next person? Do you think (oh he/she doesn’t like me, maybe I did something to offend him or her)? Of course not! You just take it back and forget about it.
Maybe you are in a restaurant and just finished a great meal. The server comes over with a decadent dessert tray and offers it to you. If you say no, thank you, do you think that the server is offended? Of course not! Maybe you already had plenty to eat, or just had a budget for that meal. Or you could be counting your calories and that would be too much. In either case, it had nothing to do with how great the desserts that were offered to you, did it?
The next time that you pick up the phone or approach someone who says “no” to you I would like for you to think of my stories. If you really believe in your product or service and know that it will solve a problem or add value to your client or potential client, that is all that you need to know. Take it away from being about YOU and think of the other person and what you are offering them. If they decline, it’s not about you. Continue to the next person.
Making sales calls is like turning over a deck of cards. Imagine that the “nos” are the number cards and the “yeses” are the face cards. My deck and your deck have the same number and type of cards in it! People in general are predictable. What you can’t predict however, is how your deck is stacked. Keep turning over those cards! I know that you will be a winner!
RELATED-( Here is another article related to booking parties by Karen Phelps that I discovered today.)
Tell me what YOU think!
October 9th, 2008 at 12:15 pm
Great post. I have been working on getting over this fear of rejection, too. It’s tough, but I’m coping.
-Erica
October 9th, 2008 at 9:52 pm
When you said that fear holds back people in not only direct sales but “all” sales you are so correct. I think that fear holds many people back from many things.
thank you so much for sharing this article.
October 9th, 2008 at 10:08 pm
Thanks for the comments. Remember, courage is NOT the absence of fear, but the ability to press on even though you feel it. Don’t wait for it to go away. Press on! Feel the fear and do it anyway! You can do it!!!
October 16th, 2008 at 1:38 pm
Fear has paralyzed me as a Mary Kay Consultant for 7 long years. I am so tired of dealing with it. Thanks for this post; this is a neat way for me to think of it the next time I meet someone, or have to pick up that dreaded phone!