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  • Diana Schneidman

Do you hate experiencing rejection when you sell? Then read this

Why are McDonald’s fries so salty?

Obviously, the main reason McDonald’s fries are so salty is that the salt shaker has holes the size of quarters.

But there’s a second reason:

The counter staffers hear “no” so often that their salty tears from all that rejection add even more flavor to the potatoes.

All day long they ask, “Do we want fries with that?” and all day long people answer “no.”

That’s because the people who want fries with that ordered a Number 1 from the get-go.

Imagine how hard it is on the order takers. Sure, they savor the occasional “yes,” but most of the time it’s the same old same old.

“Do we want fries with that?”


“Do we want fries with that?”


“Do we want fries with that?”


I pointed this out to someone who told me that they can’t telephone to obtain freelance and consulting assignments because they can’t take the rejection.

They answered, “Well, that’s different.”

I agree. Yes, it’s different. It’s different because counter help earn only slightly more than the minimum wage, regardless of how many fries they sell, while self-employed professionals earn in the double digits or even the triple digits per hour.

It’s different because McDonald’s pays by the hour regardless of how much is sold.

And it’s different because maybe the staff just don’t care so much.

If we interpret a simple “no” as rejection, we’re going to experience a lot of rejection in life.

“No” is a simple fact of life. When we sell a product or service, many people will say “no.” It doesn’t mean they reject us in some deeply personal way. It simply means they don’t want the product or service we offer, or at least they don’t at this time.

No matter how well we sell, we will frequently hear “no” if we are doing the job effectively.

If we determine how we will market with the primary goal of never having to hear this word, we are sacrificing a great deal of effectiveness to spare our own feelings.

Even if we do not make initial phone calls for selling (either because we have someone else make the calls or we seek work in another way), we will still need to speak with the potential client before it’s a done deal. We risk hearing “no” all along the way.

The lowest paying assignments are often those “won” through online bidding sites that require no personal communication and therefore risk no “no”s. However, along with the greater risk of “no” when phoning comes the greater likelihood of financial reward.

To kick it up a notch, if we are not getting enough “no”s, our marketing efforts are too meek to deliver the success we want.

Originally posted 12-27-10

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