bite?’ the true fisherman replies, ‘HOLD IT! I think I felt something.’ If the
line goes slack, he says, ‘He’ll be back!’ When it comes to the human spirit,
hope is all. Without hope, there is no yearning, no desire for a better to-
morrow, and no belief that the next cast will bring the big strike.”
The sales game is best played with a focus on the bites, strikes, and
catches—not on the fish that swim by, or those that look and swim away, or
those that ignore you altogether. Embrace rejection as an integral part of the
game. Try new lures, work on your casting skills, remain quiet enough to not
scare the big fish away, and, most of all, make sure you are fishing in the right
pond.
SELLING WITH EQ
•Take time to figure out why people are saying no.- Don’t take no as a personal rejection.
•Work hard at finding out what a client needs to feel comfortable
enough to buy.
144 SELLING WITH EMOTIONAL INTELLIGENCE