How to handle rejection

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How To Handle Business Rejection

"Handling Rejection-The Secret to Sales Success"
by Dr. Norm Ephraim

Among the many sales people I've helped as a psychologist over the
years, handling rejection by customers is often a major problem. Typically,
they tell me how the "motivational" books and tapes they've tried don't seem
to work. As one man said recently, "they always exhort you to be positive and
don't take things personally. It only makes me feel dumb when I do get upset
about a lost sale."

.
What really helps you to handle rejection is to recognize that there is a
part of our minds which ALWAYS takes disappointment seriously. This part
connects us to childhood emotional feelings of insecurity. Any disappointment,
frustration, and loss will make us feel anxious and small, what I call a
"child state." The key to handling rejection is to have COMPASSION for such
young feelings. All too often, people are self critical when they feel
vulnerable-e.g. "Why am I making such a big deal of losing that sale?" This
only makes us feel bad. What REALLY works is when we can say, "Look, this WAS
a disappointment and it "hooked" child feelings in me. OK, so how can I best
take care of myself to get back "on the horse" and get going again." Such self
compassion and active coping can have amazingly positive effects.

Norm Ephraim,Ed.D. is a psychologist in Boston, Mass. He is the author of
"Mood Shifting: Understanding and Transforming Your Negative Moods."
His web site is http://www.mood-shifting.com

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