2. Acceptance | Soul of Sales - The Nine Universal Laws

Most people run away from sales as they are afraid of failure, it is the rejection in sales or worst still the belief "no one will buy from me".

According to a survey conducted by Hubspot, 28% of salespeople say that the fear of rejection is their biggest challenge. Fear of failure and rejection can be paralyzing for many people, and it can prevent them from taking risks and pursuing their goals. However, research shows that there are strategies that can help people overcome these fears and achieve success in sales.

Firstly, you must accept that you will need to continuously educate yourself to overcome your sabotaging and limiting beliefs. These beliefs may be holding you back from achieving ongoing success in sales. By continuously educating yourself, you can develop the skills and mindset needed to overcome these limitations.

Secondly, it is important to accept that your service or product may not be suitable for everyone. To be successful in sales, you must be clear about your target market and focus on finding customers who are a good fit for what you offer. Accepting that not everyone will be your customer can help you avoid wasting time and resources on people who are unlikely to buy from you.

Thirdly, you must accept that you are always learning and developing your skills in sales. Even on days when you feel uninspired and unmotivated, it is important to stay focused and work towards building trust and respect with potential customers. Rejection and failure are common in sales, and it can be difficult to stay motivated in the face of setbacks. However, accepting these challenges as a natural part of the process can help you overcome them and move forward.

Accepting failures, challenges and setbacks in sales is a natural part of the process. By continuously educating yourself, focusing on your target market, and developing your skills, you can overcome limiting beliefs and achieve ongoing success in sales.

One way to overcome the fear of failure in sales is to focus on the benefits of the product or service you are offering. Research has shown that people are more likely to take risks when they are focused on the potential rewards rather than the potential losses. In one study, researchers found that participants were more likely to take a gamble when the potential rewards were highlighted rather than the potential losses (Tversky & Kahneman, 1981).

For example, let's say you are selling a software product that helps companies improve their efficiency and productivity. Instead of focusing on the potential downsides of not using your product, you could emphasize the potential benefits, such as increased profits, happier employees, and more satisfied customers. By highlighting the positive outcomes that your product can deliver, you may be able to overcome your fear of rejection and persuade potential customers to take a chance on your product.

Another way to overcome the fear of failure in sales is to practice mindfulness and self-compassion. Research has shown that mindfulness and self-compassion can help reduce stress and anxiety and improve emotional regulation (Neff & Germer, 2013; Kabat-Zinn, 1990).

For example, you might try practising mindfulness meditation before a sales call to help calm your nerves and reduce stress. During the call, you might focus on being present at the moment and listening to the customer's needs and concerns. If the call doesn't go as well as you had hoped, you could practice self-compassion by reminding yourself that rejection is a natural part of the sales process and that you are doing your best.

One study found that salespeople who practised self-compassion were more likely to persist in their efforts to make a sale, even when faced with rejection (Lammers et al., 2016). By practising mindfulness and self-compassion, you may be able to reduce your fear of failure and rejection and increase your resilience in the face of setbacks.

Finally, it's important to remember that failure is not the end of the world. Many successful salespeople have experienced numerous rejections and setbacks on their way to success. For example, sales guru Zig Ziglar was rejected by 103 of the first 105 companies he tried to sell for. However, he persisted and eventually became one of the most successful salespeople of all time.

While fear of failure can be a major obstacle for many people in sales, there are strategies that can help overcome these fears. By focusing on the benefits of your product, practising mindfulness and self-compassion, and persevering in the face of rejection and setbacks, you can achieve success in sales and overcome your fears.

The concept of acceptance is often associated with mindfulness, a practice that involves being present in the moment and non-judgmentally accepting one's thoughts, feelings, and experiences. Here's a framework on acceptance that specifically applies to sales:

1. Accept the reality of rejection: In sales, rejection is a normal and expected part of the process. Rather than fearing rejection, accept it as a natural part of the sales cycle. By accepting rejection, you can avoid taking it personally and move on to the next opportunity.

2. Accept your limitations: Recognize that your product or service may not be suitable for everyone. Accepting this reality can help you focus your efforts on your target market and avoid wasting time and resources on customers who are unlikely to buy.

3. Accept the need for ongoing learning: Sales is a dynamic and constantly evolving field. Accept that you need to continually educate yourself to stay up-to-date on industry trends, best practices, and new technologies. This can involve attending conferences, taking courses, or reading books and articles on sales and marketing.

4. Accept the importance of building trust and rapport: Successful sales requires building trust and rapport with your customers. Accept that this is a process that takes time and effort. This can involve active listening, demonstrating empathy, and understanding your customers' needs and preferences.

5. Accept the ups and downs of the sales cycle: Sales is not always a smooth and linear process. Accept that there will be ups and downs, and that success requires resilience and perseverance. This can involve maintaining a positive attitude, seeking feedback and support from colleagues, and staying focused on your goals.

By cultivating a sense of acceptance, you can approach sales with greater confidence and resilience, and ultimately achieve greater success.