{"id":1728,"date":"2008-09-08T14:20:38","date_gmt":"2008-09-08T19:20:38","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/09\/separation-clarity\/"},"modified":"2008-09-08T14:12:50","modified_gmt":"2008-09-08T19:12:50","slug":"separation-clarity","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/09\/separation-clarity\/","title":{"rendered":"Separation Clarity"},"content":{"rendered":"<p>Good article here from <a target=\"_blank\" href=\"http:\/\/www.salesopedia.com\/\">Salesopedia.com<\/a> titled <a target=\"_blank\" href=\"http:\/\/www.salesopedia.com\/content\/view\/1467\/10479\/\">Reject Me, Please<\/a>.\u00a0 Handling rejection just may be the most important trait of any strong salesperson.\u00a0 Rejection is the key differentiation between sales and all other positions.\u00a0 Salespeople have to be able to handle this topic well.<\/p>\n<blockquote><p>Excellent sales people realize it&#8217;s about the products and service, and not them. They may have represented the product poorly and answered questions about the services ineptly, but nonetheless, the opposition is about what&#8217;s being sold, not the seller. This ability to distinguish between the purveyor and the purveyed I call Separation Clarity.<\/p><\/blockquote>\n<p>Well stated and I am now a fan of the phrase &#8220;separation clarity.&#8221;\u00a0 I tend to tell salespeople that sales is what you do, it is not who you are &#8211; almost like an actor in a play.<\/p>\n<p>Here is the reason why this separation is difficult for many:<\/p>\n<blockquote><p>Successful salespeople have support networks. They do not rely on random others&#8217; feedback, or approval, or validation, or even communication. They know who they are and are bolstered by their loved ones, colleagues, friends, and acquaintances.<br \/>\n\u00a0\u00a0\u00a0\u00a0\u00a0 Personally, I&#8217;ve seen very few top salespeople who don&#8217;t have great loves in their life, or close friends, or family of some kind. Thus, this is the Appropriate Love Factor. You don&#8217;t need your prospect, client, or buyer to love you.<\/p><\/blockquote>\n<p>Exactly.\u00a0 Too often salespeople confuse rapport with relationship.\u00a0 The need is to establish rapport with the prospect and earn their respect.\u00a0 It is not wise to target a personal relationship with a prospect since that approach is what leads to the difficulty in handling rejection.<\/p>\n<p>Notice I wrote &#8220;prospect.&#8221;\u00a0 Close relationships can develop with customers over time, but that should not be the salesperson&#8217;s motivation.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Good article here from Salesopedia.com titled Reject Me, Please.\u00a0 Handling rejection just may be the most important trait of any strong salesperson.\u00a0 Rejection is the key differentiation between sales and all other positions.\u00a0 Salespeople have to be able to handle this topic well. Excellent sales people realize it&#8217;s about the products and service, and not them. They may have represented the product poorly and answered questions about the services ineptly, but nonetheless, the opposition is about what&#8217;s being sold, not the seller. This ability to distinguish between the purveyor and the purveyed I call Separation Clarity. Well stated and I am now a fan of the phrase &#8220;separation clarity.&#8221;\u00a0 I&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2008\/09\/separation-clarity\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[21,9],"tags":[961,997,358,998],"class_list":["post-1728","post","type-post","status-publish","format-standard","hentry","category-aptitudes","category-sales-techniques","tag-handling-rejection","tag-relationship-sale","tag-sales-skills","tag-separation-clarity"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-rS","jetpack-related-posts":[{"id":3122,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/04\/the-most-dangerous-sales-weakness\/","url_meta":{"origin":1728,"position":0},"title":"The Most Dangerous Sales Weakness","author":"Derrick Moe","date":"April 22, 2016","format":false,"excerpt":"Sales is a difficult role, I would argue the most difficult role, in any company.\u00a0 The skill set and mind set required to be successful is rare in the general population.\u00a0 Yet, strong salespeople are out there and hopefully on your team. However, most teams that we assess have a\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/04\/Shark-Fin.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/04\/Shark-Fin.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/04\/Shark-Fin.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1248,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/the-expectations-set-by-the-offer\/","url_meta":{"origin":1728,"position":1},"title":"The Expectations Set By The Offer","author":"Derrick Moe","date":"October 22, 2007","format":false,"excerpt":"We've run into some \"unique\" problems in handling offers with sales candidate.\u00a0 Strong salespeople all share one significant ability - qualifying.\u00a0 This ability, when used in the negotiation process, leads to a desire for real clarity when it comes to an offer. We lost a\u00a0strong candidate last week due to\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1709,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/persuasive-tips\/","url_meta":{"origin":1728,"position":2},"title":"Persuasive Tips","author":"Derrick Moe","date":"August 18, 2008","format":false,"excerpt":"Persuasion is a key ability of any successful salespeople.\u00a0 Think of the worst car salesperson or door-to-door salesperson you have encountered and you will know why this ability is so critical to success.\u00a0 CNNMoney.com's article - How persuasive are you? - interviews an individual who runs the Persuasion Institute who\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1334,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/12\/mediocrity-in-the-hiring-process\/","url_meta":{"origin":1728,"position":3},"title":"Mediocrity In The Hiring Process","author":"Derrick Moe","date":"December 12, 2007","format":false,"excerpt":"Hiring salespeople is the difficult combination of science and art weighted perfectly to select the right person for the position's requirements.\u00a0 Obviously, knowing the position's requirements is the preeminent step.\u00a0 Many sales managers believe they know what it takes to be successful in the position and they do to a\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":970,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/sales-is-more-than-5-things\/","url_meta":{"origin":1728,"position":4},"title":"Sales Is More Than 5 Things","author":"Derrick Moe","date":"June 1, 2007","format":false,"excerpt":"Top five traits you gotta have to sell! The top five traits of a successful salesperson! Discover the 5 key behaviors of sales superstars! You have probably seen these amazing statements across the web.\u00a0 Isn't it interesting how \"5\" seems to be the magic number for sales traits, behaviors or\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2196,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/12\/salespeople-born-or-made\/","url_meta":{"origin":1728,"position":5},"title":"Salespeople &#8211; Born Or Made?","author":"Derrick Moe","date":"December 10, 2009","format":false,"excerpt":"The nature vs. nurture debate is one for which I am most intrigued.\u00a0 My Bachelor\u2019s degree is in psychology and this topic was a popular debate topic in my courses.\u00a0 Yesterday I came across this article from CNNMoney.com - Are entrepreneurs born or made?\u00a0 As I look at the stats,\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1728","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1728"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1728\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1728"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1728"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1728"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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