Great advice. I think one of the reasons why there is so much turnover in sales is because people focus too much on success and quotas. Instead, as Steli points out, focus on failure. In sales, you are always going to fail. But sooner or later, as the rejections begin to pile up, you will receive success — you will close sales. As the old saying goes, “sales is a numbers game.” So true. Sure, you may be able to increase your success rate by focusing on better prospects, by asking better qualifying questions, by managing your time better, etc. But in the end, you will receive more rejections than success. That’s a fact of life in sales. Live with it or find another career. Look at successful writers like Stephen King — he received hundreds of rejections before he became a bestselling writer. In fact, writers are very much like sales people — they have to deal with rejection all of the time before selling their first novel. Hell, some writers wear rejection like a badge of honor by pinning their rejection notices on their wall. Steli is right — don’t fear rejection. Embrace it. Because the more you fail, the more you will succeed.

As an “old school sales hack,” been there, done that many times in my career. So don’t be afraid. Pick up the phone. Make the calls. Visit your prospects. Attend trade shows. Learn from your failures. And remember — don’t take rejection personally. Sometimes it’s not about you. Maybe the prospect is having a bad day, or doesn’t have the budget, or is secretly planning to quit his job and he doesn’t want to tell you. You could drive yourself crazy trying to figure out why prospects don’t buy from you. Don’t drive yourself crazy. Stay focused. Prepare for a long and bumpy ride.

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Sales professional, Writer. Blog: Author: Jumpstart your Sales Career: Help for New Salespeople —

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