When we lose a sale, how can we automatically disasso- ciate ourselves from the product or service that we believe in so much? How can we not share the blame for the loss? It is kind of hard to do. In fact, it’s almost impossible. That’s why telling oneself that it’s not personal simply doesn’t work for most salespeople. So how do we deal with rejec- tion in a positive way, quickly, so that we can face the next prospect, telephone call, or proposal? Here are four quick ways to help you get past the rejection.
1. UNDERSTAND THE DYNAMICS You should feel bad about it. It’s normal for someone who cares as much as you do. The time to worry is when you stop caring.
Rejection is an integral part of the game you’re in, like getting tackled in football. Anybody who has a big problem dealing with rejection sure picked an inappropriate oc- cupation when he or she went into selling. Even the very best product and sales pitch anybody ever came up with has been rejected by somebody. Steven Spielberg took his script for his blockbuster movie E.T. the Extra-Terrestrial to a major motion picture studio and was first told it had no commercial value. A rejection means you’re out there pitching. The more
prospects you try to get, the more you’re going to hear the no’s. It’s said that very meticulous, careful people do things well. They just don’t do many things. In selling, “many” often equates to success. So look for those rejec- tions. A rejection means you’re closing in on a sale.
2. LET SOMEBODY IN ON IT Talk to somebody about your feelings after a rejection, preferably another sales rep and preferably on your feet. Talking it out is a great way to get those negative emo- tions outside of you, where they belong. Walking or pac- ing while you’re talking is even better because it dissipates your energy faster. If you can’t talk to someone in person, stand up while you’re talking on the phone. When you pause to hear your friend’s reaction, he or she will likely tell you about the big one that got away. Your friend will probably offer an understanding ear, consola- tion, and maybe some darned good advice. At least you’ll learn how your friend got beyond the immobilizing feel- ings after a rejection.
3. THINK ABOUT IT Since you can’t change the rejected proposal, the only thing you can do is learn from it. Be balanced and ob- jective in your analysis, particularly when determining how much of it was your fault. Negative self-talk will only compound and prolong the problem. Really believe that there’s something out there for you that’s much bigger and now you’ll have the time to pursue it.
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tell someone about it. Rule of Thumb
When feeling rejected, What is that bigger, better something? It’s right there in
the rejection itself. See that, in every defeat, you’ll find the seeds of victory. Force yourself to look for it.
4. BE ENERGIZED BY REJECTION Average producers are defeated by rejection. Top produc- ers are energized by it. Give yourself about an hour for the first three steps, then let that process end in a burst of energy and determination.
Do some self-coaching. Say such things to yourself as, “No one gets me down – no one. And no one ever will.” Vince Lombardi said it to his players like this: “To the winner, there is 100 percent elation, 100 percent fun, 100 percent laughter, and yet the only thing left to the loser is resolution and determination.” Instead of falling behind, attack. Turn that negative
rejection energy into positive action steps. Make a tough call you’ve been putting off. Make a completely cold call to a major corporate prospect. Try to reach the client who’s been putting you off for weeks. Practice these four rejection responses the next time you hear “Thanks, but no thanks,” and you’ll be well on your way to smooth selling.
CHECK OUT The Sales Training Book 2 and 123 Super Sales Tips
VIDEO: THE ART OF STORYTELLING IN SELLING, WITH MELISSA MADIAN
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