Most of us dislike the word "no." Certainly, anyone trying to earn a livelihood in sales looks forward to a different response. Yet, it is a way of life for people in sales. As seasoned salespersons are apt to say, "it comes with the territory." Regardless of how common or frequent you hear "no" as a salesperson, you must not let it influence your emotions or attitude. In fact, hearing it often enough can help learn to like rejection. Read on for the details. Rejection is a way of life for salespeople because not every prospect needs your product nor can everyone afford it. Nevertheless, no salesperson likes to hear that word "no." Salespeople often have a tendency to take rejection personally. Many salespersons when rejected are quick to blame themselves and suffer with the feelings of failure and personal rejection. How wrong they are. They are confusing the rejection of a business proposition with a personal rejection. Selling and business success depends on convincing others that you are right. You have the right idea for a business; the right product or right service and you are the right person or firm to deal with. It is not reasonable to for you to think that every one you approach is going to agree with you. Somehow, as you plead your case, you must come to an understanding that those who say no are not attacking you in a personal sense, but are saying no to your offer. Nothing else. Let me share with you some sales statistics of rejection. If you make ten sales presentations to potential customers, regardless of the product or service, you may make one sale. You will experience nine rejections or a ninety- percent failure rate. Does that make you a failure? No! It means that ninety percent of the people you approached were not convinced, did not have a need, or could not afford your offer. Nothing more! In my book, "Fail-Proof You Business," I devote a chapter to helping people learn to deal with rejection and overcome their fear of asking for customers, business or money. If the fear of rejection is a serious personal problem for you, see a therapist. Otherwise if you feel motivated enough to do something yourself, then start your own self-help program by beginning with small non-threatening requests. Take the gamble and begin by asking for small favors from friends and after some success, move on to strangers. Getting over the fear of rejection is much like getting over the fear of public speaking. You do it with practice. Rejection is a companion to your success. Don’t let it hurt--learn to like it. Remember, every rejection brings you that much closer to a sale. Copyright 1999, 2000 Paul E Adams Dr. Paul E. Adams is an entrepreneur, Professor Emeritus Ramapo College of New Jersey and the author of Fail Proof Your Business: Beat the Odds and be Successful.