Bryan Charleau: The Proper Mindset of Rejections in the Sales World

About Bryan Charleau: Bryan Charleau is the founder of Pitching Sales. He is a seasoned sales professional with over ten years of experience in the sales industry, ranging from software to construction. Through his experiences, he has learned countless lessons and gained first-hand knowledge of the challenges that sales professionals face when establishing themselves in this competitive field. Bryan’s first book, Pitching Sales, is filled with important and often overlooked information that can help to prepare you for the beginning stages of your career and to guide you through some of the unexpected situations you may find yourself in. Check out the latest episode of our Conversational Selling podcast to learn more about Bryan.

In this episode, Nancy and Bryan discuss the following:

• Bryan’s unique approach to sales.
• Why the word selling has such a bad rep?
• How did Bryan get into sales?
• Why Bryan felt compelled to write Pitching Sales and where it fits in the market.
• Why do people hate picking up the phone?
• Is there another story you want to share with the audience?
• Bryan’s view on the fact that experienced salespeople don't pay attention to the activities.
• Does Bryan believe in scripts?
• What is the one takeaway you'd like to leave the audience with?
• How can my people find you?
   

Key Takeaways: 
 

• Everybody's had an experience that's turned them off of sales, but they overlook the experiences where they bought something, where that salesperson was very helpful.
• I guess that stigma can sometimes come along with this profession.
• And one of the interesting things that go along the lines of hearing No is just having that mindset switch where you realize: “It’s okay to hear no”, “It's okay to be rejected in this profession”.
• Whether you've made a sale or not doesn't matter.
• That's where most people start in this cold calling environment, and you have to get the proper mentality to move forward and make something to yourself, or else, you're going to get frustrated, fizzle out, and you might get out of the profession.
• As long as you're coming in with the proper mindset of saying, “Hey, if this person says no, it doesn't matter whether you made a sale at the end of that day”, then you start hearing those yeses.
• Perfect scenarios very rarely exist. They should be looked at as a bonus, not as the norm.
• I do think it is important to have a guideline for those initial 3-6 months allowing that person to grow and integrate their own personality and own thoughts on the product or service or whatever it may be.
• Don't fear that rejection. Don't make that excuse to pick up the phone. You are getting further than the person beside you who picked it up once and made one sale and doesn't know any better why they got it or how they got it.
• I know how hard this is to be, and I know that I just hate to see good sales professionals get turned off of the profession, and that's kind of what I try to help people with.

"When you start to take that time and say: “This is a career that I want to look into. I'm going to do things outside of the office to prepare. I'm going to read books. I'm going to go to seminars, training courses, whatever it may be.” I think that's a real shift in mindset. And when I look back about 10 years into my profession, I realize there wasn't really anything that helped people in that first 3-6 months in getting off the ground because you see all these sale books on the perfect clothes and how to prospect and how to expedite your sales cycle, etc. Well, that's great information if you know how to sell and you're already in this profession, and you're looking to go to the next level. But that doesn’t help you if you’re scared to pick up the phone." – BRYAN

" We've grown up. And we've been conditioned to avoid hearing No when we're asking for something. And that can wear on you. If you hear it continuously, it doesn't matter what aspect of life, but if it's determining your paycheck, it's hard to hear it time and time and time again. And that just leads to you picking up that phone slower and slower the next time you hear it. And it can really start a dangerous cycle if it's a profession that you're really trying to get into." – BRYAN

“And my favorite part about selling is you can never learn at all. There's no end to the book. There's just so much information and practice you can be doing just to get better and better.” – BRYAN

Connect with Bryan Charleau:

• LinkedIn: https://www.linkedin.com/in/bryancharleau/
• Pitching Sales: https://www.pitchingsalesconsulting.com/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/
  

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: [email protected]