Good article here from Salesopedia.com titled Reject Me, Please. Handling rejection just may be the most important trait of any strong salesperson. Rejection is the key differentiation between sales and all other positions. Salespeople have to be able to handle this topic well. Excellent sales people realize it’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’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 “separation clarity.” I… Read More
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