1. Services Greg Bennett’s Sales Training, Coaching and Consultation Services Coaching Area: Prospecting & Sales Topic: Becoming Detached From Rejection Why Does Rejection Hurt So Much? We are taught to be accepted and liked…to fit in…to make friends, etc. We attach being accepted to success…when people accept us, or receive us, or invite us – we MUST be successful…and when they don’t – we MUST NOT Our minds have attached being successful to being alive…so our mind equates rejection to DEATH (this is why we sweat and can even feel our heart race) What is Really Being Rejected?: If we approach sales like a Psychiatrist, and the client as a patient…when the patient rejects the doctor’s questions or suggestions…IT’S ABOUT THE PATIENT, NOT ABOUT THE DOCTOR. Psst…here’s a little tip, Doc – not everyone WANTS to get better Detachment From Rejection Starts in “the Gap”: Part of the Bennett “Focus – to – Choice” model has to do with identifying the gap between outer stimulus “the Rejection” and inner dialogue or thoughts produced by the mind. The key to detaching is realizing there is a gap…learning to expand that gap…then learning to USE that gap in more productive and positive ways Training Content – Friday, March 12 th, 2010 Added Notes: Research shows that when we EXPECT to be rejected and FEAR we’ll be rejected, we send signals to the other person to kick in with their rejection (hello? Self-fulfilling prophecy). If we can get to the detached point where we don’t see rejection as a reflection of US (the doctor), but of the PATIENT (the client), we can at least start the process of dealing with it. At the same time, it’s delusional to think everyone will ACCEPT you (cuz, it’s not about you) In my mind, the key is not to expect rejection OR acceptance…it’s to simply not care either way

2. Services Greg Bennett’s Sales Training, Coaching and Consultation Services Training Content – Friday, March 12 th, 2010 Outer Stimulus: Your Call Is Rejected I’m a loser…this is stupid… no one wants this…I have to quit… I am really bothering people I stop calling and feel depressed

3. Services Greg Bennett’s Sales Training, Coaching and Consultation Services Training Content – Friday, March 12 th, 2010 Outer Stimulus: Your Call Is Rejected I’m a loser…this is stupid… no one wants this…I have to quit… I am really bothering people… there MUST be a better way to do this G A P I feel sorry for that person… they must be having a tough day… I’m one step closer to finding a great client…I have to find people who need help I stop calling and feel depressed I keep calling and feel energized YOU DECIDE

4. Services Greg Bennett’s Sales Training, Coaching and Consultation Services Training Content – Friday, March 12 th, 2010 Outer Stimulus Your Call Is Rejected I’m a loser…this is stupid… no one wants this…I have to quit… I am really bothering people… no one is in on _____________ G A P I feel sorry for that person… they must be having a tough day… I’m one step closer to finding a great client…I have to find people who need help I stop calling and feel depressed I keep calling and feel energized Many people naturally have THESE thoughts (self preservation) We have to introduce these thoughts to our mind…and then ask our mind to come-up with more options YOU DECIDE

5. Services Greg Bennett’s Sales Training, Coaching and Consultation Services Creating Your Positive Thoughts What Can You Say to Yourself After the Rejection and the Gap? 1._____________________________________________________________________ 2._____________________________________________________________________ 3._____________________________________________________________________ 4._____________________________________________________________________ 5.____________________________________________________________________ Training Content – Friday, March 12 th, 2010 Now What?: Keep these thoughts near you when prospecting… Say them (mantra-like) 5 times before you start your calling session Say one or two prior to a call… Read them again quickly after a rejection (while you’re dialing the next number) GB’s Thoughts (to each his or her own) 1.Some will… some won’t… so what…NEXT 2.Only winners pick up the phone 3.I only work with open-minded, smart people 4.I’m a Psychiatrist and I’m calling mental patients 5.I don’t need to be liked or accepted Hang up on me? “Dead man walking!!” Hang up on me? “Dead man walking!!”