Hard Sell

Fear Of Rejection

BY Robert J. McGarvey | August 1, 1997|

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Tom Hopkins is a leading sales trainer whose book How to Master the Art of Selling (Warner Books) has sold more than 1.3 million copies worldwide. His solution:

Psych yourself up for making calls whether in person or by phone. Look at it as a numbers game. If every sale puts $100 profit in your pocket and you average five calls per sale, tell yourself every no' is worth $20. That little technique can help you plow through the fear of rejection.

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This article was originally published in the August 1997 print edition of Entrepreneur with the headline: Hard Sell.

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