Respect Your Prospect’s Intelligence | TravelResearchOnline


Respect Your Prospect’s Intelligence


A counter-productive (popular) attitude is underestimating your prospects’ intelligence. I suppose by doing so you can soften the blow of rejection; but, in the long run, it is not in your best interest. After all, the person who just turned down your supremely perfect proposal must be a dummy, right?

Most people are smarter than we give them credit for. They may not be book smart or candidates for the game show Jeopardy, but people usually know which end is up – particularly when it comes to their businesses. Don’t make the mistake of selling people short. Deal with them on a level playing field with respect and sincerity. You will not only enjoy the results, but you’ll find more pleasure in what you’re doing for a living.


Take Pride in Your Job

What you do for a living is important, and it affects more people than you think. If you haven’t already done so, it is about time for you to accept the fact that you are one of the good guys. You are in business for a good reason and your intentions are admirable.

Maybe your clients are so busy with their own problems that they fail to recognize the importance of your contributions. An amateur salesperson can easily become upset when this happens. A professional knows the importance of his or her contribution and doesn’t need to hear it from others on an hourly basis. (But you do need to hear it from time to time, just like everyone else does.)

Sure, we enjoy the sound of others applauding our work, but we don’t depend on it to do our jobs. We know that we add value to our company and to our customers. You are a professional. You are good at what you do. Take pride in that fact.

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Don’t Take Rejection Personally

The notion that rejection comes with the territory is a sales myth. But, if you insist on interpreting decisions that don’t go your way as a sign of rejection, I want you to internalize the following advice: Taking Rejection Personally is an Enormous Waste of Time.

There are a whole bunch of “negative decisions” attached to this profession, and they usually have nothing to do with you. Sales, my friend, is not about you. Sales never has been about you. Sales will never be about you.

Sales is about a buyer with a pre-existing need for a service or product who is ready (or getting ready) to fix something.

You are the conduit… the curator of information. You are the mailman, the purveyor of information. You are your customer’s quality control agent and insurance policy.


Message: You cannot afford to take rejection personally. The decision to pass up the offer to buy probably would have occurred with or without you. You can only help those in the “buying” mode. Do not waste your time by taking rejection personally.


Mike Marchev

Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club. Send for details.

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