have, too. The key is not to become paralyzed by the rejection
and to move on. Do not let rejection define you.
Just knock and continue.
Rejection at the door
One day, I knocked on a door and a lady opened it. She
stomped her foot and yelled at me in a loud voice to
GET OFF OF MY PORCH! This had never happened
to me before, and fortunately has not happened since.
I ran off of her porch but stopped in the yard and said,
Can I ask you a question before I leave? She screamed
again, WHAT IS IT?
I eased back onto the porch and executed my script
as usual. Then she screamed again, COME IN HERE
AND TALK TO MY HUSBAND! With her permission, I
went inside and set an appointment to come back later.
Several days later, I was in her living room doing a
presentation and they were approved for financing. The
husband looked at the proposal and said, I want to mull
this over. My experience has told me that if I left with
a “think it over” they would never buy. In fact, they
would hide from me.
With that in mind, I said, It’s not a problem, but do
you know how many people call me back once I leave?
He answered, I don’t know maybe 5 out of 10.
I responded, Nobody ever calls me back once I leave.
He asked, Why?
Overcoming the fear of rejection can make sales multiply.
I said, I don’t know, but chances are once I leave, you’ll
never call me back, and the comfort problems that you’re
currently experiencing will continue as they have been
for the last 20 years.
After a long period of silence, the woman who had
screamed at me on her porch turned to her husband
and said: Honey, he’s right. Let’s purchase the new system,
and I’ll pay for it.
The bottom line
Just knock. Schedule two hours, park your car and go
door to door. In the right neighborhood, with the right
script, you will set appointments and close business. In
a future issue, I’ll share with you how to find the right
environment and what to say once you arrive. ICM
ICM/September/October 2019 25