When handling a sale, dealing with rejection will quickly become a common occurrence. Knowing how to manage that rejection can change the final outcome of a situation with a customer. A word that most accurately describes this positive state of mind is buoyancy; staying afloat in an ocean of rejection. It is the ability to keep moving forward and dealing with that rejection most effectively and for many people it is a skill that must be practiced. There are three elements to buoyancy:
- Interrogative self-talk (before)
- Positivity Ratios (during)
- Explanatory Style (after)
Asking yourself questions is the best way to prepare for this stage of selling. The old ways of teaching would advise positive self-talk such as “I can do it.” but more recent research shows that questions work much better. This is because questions pursue real answers, a problem to solve, solutions to seek, and answers to find.
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