Make the Most Out of Sales Rejection
Rejection has probably destroyed the careers of more salespeople than any other single thing. No one likes rejection and only a very few get to a point where they are not affected by it. But in sales, you will need to learn out how to constructively handle rejection.
These are a few techniques I use to get through it:
#1 Be rational about your rejection
Stay rational, not emotional when you hear “no.”
Convince yourself that it doesn’t mean you or your offer are being rejected, but that the customer merely needs more information.
No doesn’t mean you are deficient or personally being rejected. There is zero value in getting emotional about a client’s rejection. Instead, find out what the no means.
#2 Figure out what they don’t like
When clients say no, find out what they are rejecting specifically. Ask them: “What is it about my proposal you are saying no to?”
Most people assume a rejection is about everything being offered when it’s really only a small part your client doesn’t like.
Break down the no to clarify what exactly your prospect is rejecting.
#3 Don’t take no for an answer
People often say no as an automatic reaction. You could offer more than your client wants and still be rejected.
My first high rejection sales job was cold calling multimillionaires.
They were telling me no before they even heard my offer, just to get rid of me.
Keep a positive attitude, smile, get the buyer’s full attention and say, “I appreciate your position, but I refuse to allow you to not take me up on my offer.”
#4 Be persistent with strong personalities
Strong personalities tend to be the most loyal customers. When you hear what feels like a serious rejection, bone up for the challenge.
Remind yourself you have a great opportunity to show that you are a truly exceptional professional who doesn’t take rejection personally or quit in the face of it.
#5 Keep track of your rejections
When I get shut down by a buyer for what appears no apparent reason, I will put them on a help list. A help list is comprised of those people in a market I’m unable to sell to or even get in front of.
I keep this list with me everywhere I go so I can ask a client to scan the list and see if they can help me with anyone on it. This has resulted in many more deals for me.
#6 Get great at closing
The best way to handle rejection is to turn rejection into a closed deal. Most salespeople never become great at closing and quit selling because they don’t like rejection.
The close is where you will experience the most rejection and the single area of sales most responsible for your compensation.
HERE ARE SOME OF MY PERSONAL NOTES ON SALES
The exchange of a commodity for money; the action of selling something.
Facts on Sales:
- Everything in life is a commission.
- Your pay will eventually go down if you don’t get better.
- You must be fast.
- You need to follow-up.
- You better be the best in your space.
People must be looking for more sales instead of missing sales.
IF YOU’RE TIRED OF MISSING SALES KNOW THAT:
Anyone can learn to sell and anyone can sell more.
Opportunity is out there.
You are missing deals and opportunities.
You need more money.
Excuses won’t make you money nor pay the bills.
Sales are the only way to grow your business and finances.
Most companies have terrible conversion rates.
SUCCESSFUL COMPANIES AND PEOPLE:
- Figure out what their competition won’t do
- Look at what they can control
TOP MISTAKES OF SALES ORGANIZATIONS:
- Fundamentals are missing
- Sales approach hasn’t kept up with technology
- People are not properly motivated.
Sales affect everything: every person, every company, every industry, and entire economies.
EVEN KIDS UNDERSTAND HOW A SALE WORKS
Sales are not complicated—it’s fluid cycle, not a bunch of steps that you have to take.
First, pick the people you know. Lean on them. I expect my family to buy from me. Everyone should work their power base. If your own family or friends won’t buy from you, how are you going to close somebody else?
DON’T OVERCOMPLICATE SALES.
Close the Proximity Between You and the Target.
Just like when you were a kid you said you wanted something from your momma—you closed the distance by coming over and grabbing her leg.
You didn’t ask for a new puppy from across the room. You closed the distance.
That’s how you need to approach your customers. The closer you get, the more deals you’ll close.
ASK HARD QUESTIONS
The #1 reason you don’t make the sale is that you didn’t’ ask for it.
When you’re a kid you say, “Why not momma? Momma. Momma. Momma.”
You asked for what you wanted and you didn’t stop asking…until she said yes and told you to go bother your sibling.
A lot of you think you are asking for the close but you aren’t.
It’s like scratching a car—that’s not a wreck. Mentioning that you might do business in the future is not asking for the sale. “BUY IT NOW” is asking for the sale.
SALES AS AN INTROVERT
If you saw me on YouTube, Twitter, Google Hangouts, in a TV interview or at one of my sales seminars you would never know it has never been easy for me to start a conversation with people I don’t know. After college I was terrified to go on a job interview, until I realized employers weren’t going to come to my house and hire me.
I had been selling cars for seven years and still never got comfortable saying hello to a customer. Yet I still reached the top 1% of all the salespeople in the auto industry.
You can adapt, and be an introvert or an extrovert, depending on the situation.
If you are hosting a party you appear to become an extrovert to keep things going and keep the guests happy, but when you’re a guest at a party you appear to become an introvert.
As a professional speaker and educator, I become an extrovert in order to deliver information. But when I attend seminars as a guest I am much more introverted.
So how do you become an extrovert in sales situations when you are naturally comfortable being an introvert?
I USE THESE 4 TIPS TO STEP OUT OF MY COMFORT ZONE:
- Get passionate. I get so excited about what I’m selling that I’m compelled to share it with the world! When you are passionate about your product, idea or service you pay less attention to how you are perceived.
- Get out of your comfort zone once per day. It is very important for me to do things that make me uncomfortable. The single scariest thing for me was visiting my customers or prospects in person. So that is the first thing I did every day to get over my fear, which instilled me with courage.
- Say hello to everyone you pass. I refuse to walk past any person without acknowledging them. I force myself to look everyone in the eyes and say hello. This is like exercising, it builds a muscle that enables me to decide at will when I want to be extroverted, whether I’m on a sales call or any other situation.
- Keep busy. When you are constantly on the go you don’t have time to be uncomfortable or doubt yourself. If you’re busy you are always asking people for help, getting help, and talking to people because you are running from one sales meeting or event to the next—so get out and get moving!
Hope that helps!