Kale Flagg has found that one of the biggest reasons people don’t survive in sales is fear. Fear of rejection, fear of humiliation, fear of failure–even fear of success. According to Kale Flagg, fear of rejection may be only one face of the “fear beast,” but it is also the most prevalent.
The scary thing, says Kale Flagg, is that for many people, just thinking about being rejected prevents them from even attempting sales. And sales isn’t just selling a product like a car or a house or stocks and bonds. Selling is also management (moving people towards a common goal) and entrepreneurship. Flagg compares letting fear of being rejected and therefore not pursuing a business or personal goal or dream to someone not trying to walk because he or she fears failure. Or not applying to a college or university due to fear of rejection.
Kale Flagg believes that most people would be amazed at just how many others suffer from this fear syndrome. Fear of rejection is one of the primary causes of failure, Kale Flagg points out, but it can be easily defeated. And the choice is two-fold. On the one hand, you can choose to succeed by simply working ten times harder then you have been working to make sure you don’t fail. By working ten times harder, Kale Flagg advises that you can throw your success back in the faces of those who laughed at you. It is your choice. On the other hand, Kale Flagg relates, one can attempt to avoid the pain of rejection via a three-step formula. That formula is: say nothing, do nothing, and be nothing. But the truth is that that 2nd formula never makes one happy or enables self respect, Kale Flagg points out.
What people need to understand is that when someone tells them that they “don’t want to do this,” most often that person is really saying, “the timing isn’t right for me right now.” Occasionally, they might be saying they don’t enjoy the product you are offering or don’t believe in the vision your selling. But they are never saying, “I don’t like you.” Kale Flagg compares it to carrying a tray of appetizers at a cocktail party. People may say, “I’m not hungry right now,” or, “I don’t like appetizers.” But this in no way means they don’t like you. Kale Flagg points out that in sales, marketers are merely looking for people who are interested in what they have to offer. Understanding why some people aren’t interested is part of the process of finding people who are interested, Kale Flagg believes.
Another way to decrease the impact of rejection is to increase the number of approaches. Kale Flagg compares it to receiving only two white envelopes for your birthday. After opening two envelopes and finding no checks or cash enclosed, you feel disappointed. However, Kale Flagg illustrates that if you received fifty envelopes for your birthday, those first two empty envelopes wouldn’t be as disappointing because you’d still have hope that one or more of the other forty-eight envelopes might contain what you’re looking for. Your unopened envelopes symbolize untapped potential, according to Kale Flagg. It is easy to decrease the impact of rejection if you remember to maintain a large number of prospects, concludes Flagg.
Kale Flagg, who holds a degree from Yale University, currently serves as Chief Operating Officer of Array Asset Management (AAM). AAM provides objective, 3rd party neutral asset management and consulting services for owners of solar Photo Voltaic (PV) power plants. Unlike vertically integrated companies, AAM operates as a stand-alone asset management business that uses best of breed monitoring solutions, asset management tools, and Operations & Maintenance (O&M) providers to deliver complete end-to-end asset management services. This enables AAM to deliver unbiased, reliable services providing an impartial perspective on asset state, performance and financial condition. A father of four, Kale Flagg lives in Reno with his wife and four teenage children.