THE SELLING ACADEMY
No one likes rejection. Most of us fear it because it hurts our ego and self-esteem. The first few times you experience rejection, it will hurt. When it comes to going out there and selling your products, services, and ideas, you will face lots of rejection. But the key is to keep pushing through, accept that it’s normal, learn from it and get better.
I personally look at sales and rejection like a game. I imagine I’m playing a video game and nothing is real. I’m either leveling up or down. The more I play, the better I get.
1. Expect Rejection
As either an entrepreneur, salespersonand even non salesperson, you have to expect rejection and not let it surprise you. The more you accept that it’s part of the process, the more you will feel comfortable with it. You’re not the only person in this world who has faced some sort of rejection. The best salespeople tell us that they have conditioned their minds to accept it and don’t let it affect them. They keep on persevering until they hear a rather annoyed no.
2. Don’t Take it Personally
Separate your ego from the sales process. Yes, people do have to like you to buy from you, but at the end of the day, they also have to have an actual need. Sometimes it’s not the right time and they may end up having a need later on. I’ve had many people who initially said no to me, to only purchase 1 or 2 years later, because we kept the relationship going.
3. Treat it As a Necessary Step
It’s known in sales that you need a certain number of rejections to get closer to the sale. The more you persevere and follow up, the better chance you have at closing the deal. There have been many times when I didn’t want to call the prospect for the 5th time because I felt that I may be annoying them, but thankfully I pushed through my fear and got the deal.
4. Focus On All of Your Achievements
Don’t lose sight of who you are and all that you have achieved. Getting rejected by a prospect doesn’t define who you are or all the great attributes and skills that you possess. Stay focused on who you are and why working with you brings so much value to others.
5. Don’t Get Stuck in a Rut
Once you let rejection affect you and who you are, you begin to lose your confidence. You may also begin to negatively self-talk and tell yourself things like, “Of course they are not going to want to buy from me! I suck at cold calling!”Or, “I always get rejected in everything, not only selling!” I’ve seen the most successful salespeople stop selling for months just because they dropped the ball and let their mind get taken over by negativity and self-doubt.
6. Focus on Key Learnings
Each time you pick up the phone to make a cold call or have a sales conversation with someone, it’s an opportunity for you to learn. You’re basically having free education and practice. And as we know, repetition is the mother of all learning. So, each time you get rejected, it’s your chance to practice your building rapport, questioning and overcoming objections skills. As well as the more you get rejected, the better you will be able to accept and deal with it. Also, after each experience, take the time to reflect and ask yourself, what worked, what didn’t work and what you can do better next time.
“The more you practice getting rejected,
the better you will get at not letting it affect you.”
"Ask yourself this question. Do I care more about being rejected,
or being successful?”
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