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Learn This Man's Method for Rolling With Rejection

Sajiv Patel waited three years for a deal to come through. Here's how he made it happen.

By Joe Robinson

Illustration by Josh Cochran

Opinions expressed by Entrepreneur contributors are their own.

Sanjiv Patel's business was supposed to be fun. He'd dreamt up Lord Nut, a whimsical 19th-century, Monty Pythonesque spokes-character for his brand of boldly flavored peanuts. He came from finance and was able to easily raise $200,000 in startup capital. Then he started going on sales calls, and the fun stopped. "I'd get very nervous," he recalls. "In the beginning, I thought I could do a PowerPoint and that's it."

There were a lot of no's in those days. Each no made him more fearful for the next one. "The hardest part," he says, "is keeping poised when there's negativity in the room."

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