skill
Four Ways to Beat Rejection Blues J.W. MITCHELL
Think about when you last heard this: “We appreciate your proposal, but we really need a lot more research data than you can provide by the due date we’ve prom- ised the client. I just finished turning the whole thing over to our in-house writing staff. When we get to the train- ing plan for the fall, though, we’ll be in touch with you. Thanks anyway.” Then remember when you last thought this: “Ugh. My
bid’s been rejected. How can they do that? I’m exactly what they need. Nobody on that writing staff knows the slightest thing about selling. I was counting on getting that deal. They’ll regret that decision.”
Does it sound familiar? For me, it happened just that way a few short months ago. That was the tail end of a conversation with an actual prospect who rejected a bid I had worked my buns off to produce. When I heard, “Thanks anyway,” I was so steamed I al- most sent a wastebasket through the wall. I’m sure you’ve been there. You must know the feeling – a cross between anger, indignation, frustration, and depression. It’s a sharp kick in the can. You mutter things to yourself such as, “If I can’t get this project, I’ll never get anything.”
How do you deal with the negative feelings after your
proposal has been rejected? As a salesperson, how do you learn to deal with rejection? Sometimes you think you’re immune to it, but when it happens, you may become depressed, angry, and even immobilized by it. Or do you? How can you overcome these feelings? How can you climb out of that hole? You’ve heard the words of wisdom: “They’re not reject- ing you; it’s just your product or service they’re rejecting. Don’t take it personally.” But I always do, and if you’re like me, you do, too. It’s just human nature to feel the sting. Also, I’m sure a lot of the struggle to deal with the feelings of rejection has to do with whatever makes us top producers in the first place. So if you’re taking it personally, it’s because you’re a top-notch sales representative. Here’s what I mean: a top-producing salesperson is a
professional who loves his or her product, prices, reliability, quality, service to the customer, company, and everything the company stands for. This dedication wakes us up in the morning with our motors running. When we make a sale, a great deal of the credit goes to the person who sold it.
SELLING POWER MAY 2015 | 9 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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Pass this wisdom around to get your reps back on track
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