by Ariana Newcomer

Have you ever gone into a sales conversation with a prospective client DREADING the whole thing? I have.

The fear of rejection is a powerful one, and it is what stops most women entrepreneurs from getting more clients.

Rejection can trigger deep, core emotions, and even make us feel our survival is in question. We learned to avoid situations that could cause us to feel threatened this way – to protect our tender, inner selves.

As entrepreneurs, however, we have to grow past these self-imposed limitations. I’ve written before about “Business As A Transformational Journey.” Getting past and transforming our fear of rejection in sales conversations is crucial to our success.

We need to let go of what one of my mentors calls “spiritual stubbornness,” too. For spirit-driven entrepreneurs, fear of rejection mingles with the story that money shouldn’t even be part of what we do, which can cause almost total paralysis, along with big time resentment and the pain of not succeeding in our deep purpose.

I can’t tell you how many times I hear these stories from my clients: “I shouldn’t charge for what I do because it’s my calling,” or “my gift” or “I should just be giving this away if I’m really spiritual.”

As we shift into embracing money as part of our spiritual path, along with using the strategies I’m going to give you today, we open up wonderful possibilities for ourselves – not just in our businesses, but in all our relationships, and in our spiritual dimension as well.

Growing in this specific area helps us let go of old patterns of self doubt and feeling unworthy that we definitely don’t need to carry around anymore!

Would you like to handle sales rejection with grace?

Great! I’ve got 3 strategies for you to step into your power in sales conversations when you feel threatened by rejection.

#1 It’s About Them, Not You

Many women have difficulty believing in their own worth and value, and being able to speak about the value of what they do without feeling like a fraud.

When rejection comes up, we have stories that we tell ourselves, or that we’ve been told about ourselves. “I’m not good enough.” “I don’t know enough.” “I’m not wanted,” or the supposedly spiritual one “I shouldn’t be charging at all for this anyway.”

We tend to make up that a rejection is personal – about us.

Let’s re-frame. What if “no” simply means “not now” or “not this” and actually has nothing to do with YOU? What if it’s just about where your prospective client is in their journey?

When you get that it’s about them, you can speak with confidence in your value and the value of what you provide. You can bless the ones who say no, and send them on their way. And the door is open for them when they are ready to come back.

I’ve had prospective clients say “not now” and come back a year later, ready to dive in, do the work, and create the transformation they needed.

#2 Ask The Deep Questions

In a sales conversation, most women try not to make their prospects uncomfortable, which is a BIG MISTAKE. They skip asking questions that would get the prospect out of their comfort zone, out of their limiting story, and into a space of possibility where they can see what they might actually be able to achieve.

Be curious. Again, it’s about them. Some great questions to ask are:

What made you decide to talk with me today?

What’s your biggest challenge right now in the area of ____________?

(Ask about something that is part of your expertise.)

What do you think is holding you back?

What would it mean to you to solve that challenge?

#3 Give Yourself Credit

While it’s a great feeling to give a few enrolling conversations and sign up a client, the truth is, it’s a skill we need to develop. It takes practice!

It takes dozens of conversations to really hone your message, voice your value with confidence, and become assured in making your offer.

After each conversation, give yourself credit for doing it, then celebrate having done it. Next, ask yourself 2 questions:

What did I do well? (Yes, look for something or things that you did really well, and acknowledge them!)

What can I do better next time? (You’re practicing, learning and growing.)

When you use these strategies, you’ll be engaged, connected and fully present with your prospect, and fear of rejection will be a thing of the past.
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================================================================== Client Rave: “Ariana, thank you for being my guiding light, my beam of hope for speaking with power, authority and confidence, and for helping me unblock my greatness. You are SO multi-talented, and I’d recommend you to everyone!” – Josephine Hanan

Here’s another by recent VIP Day client Petalyn Swart:

 

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