Handling Rejection In Sales

One of the toughest parts about owning a business and more specifically, being in sales, is handling rejection. Some may find that day after day, knocking on doors and calling prospects blindly is a tough pill to swallow. What makes this pill even larger is the inevitable fact that most of the people you come in contact with will be telling you NO!

If youve had the feeling of your heart sinking into your stomach, you are not alone. Over the years, I have been on thousands of sales calls and have certainly lost my fair share. The disturbing part wasnt necessarily the lost sale, but the way I felt afterward. My ego was damaged and I didnt want to speak to anybody. The mere thought of the loss sickened me, and Im an OPTIMIST! Was there something wrong with me? Why was this happening?

Top sales people understand a simple truth about selling their products and services. They will not be a fit for everyone. This point is a critical factor in eliminating your feelings of rejection on a sales call. An important part of handling rejection is the realization that the prospects decision not to buy is typically not personal, but just business. The best way to look at this is to track your activity and see what your selling statistics really are. Are you closing 1 in 10 appointments or 5 in 10? By knowing this, you can turn those ratios to your positive advantage.

For example, if your ratio is 2 sales out of 10 closing appointments in a week, that means that 8 prospects decided not to buy. Thats okay because you NEEDED the 8 nos, to earn your 2 sales. Without those 8 nos you wouldnt have received the 2 yess. The multiple sales that you think you lost were actually just stepping stones to take you closer to the WINS you earned. Now, think about a word I just used a second ago, lost. Isnt it interesting that we feel like weve lost something, when the fact is we never had anything to begin with. How can you lose a sale if you never had it to start?

Another key factor to effectively handling rejection is to change your attitude about the word NO. Most of my clients go into shock initially when they hear my philosophy because its contrary to most sales training seminars they have attended. Simply put, getting your prospect to a NO, is a GOOD thing. Read the last sentence again if you dont believe that I said it.
There are 4 key qualifications to getting a prospect quickly to a NO, in the world of sales:

1. If they dont have a need or compelling reason to utilize your products or service

2. If they arent committed to fixing the problem

3. If they arent the actual decision maker

4. If they arent willing and able to invest in your solution

If you really think about your last few business deals that ended in a NO, they probably werent qualified to work with you in the first place. I teach my clients to strongly qualify each prospect and to actually push them to a NO. The word NO should actually empower us as sellers to move on emotionally, while saving us time and money by not continuing a pointless cat and mouse game.

Your current attitude and philosophy towards rejection and hearing the word NO could be a huge determent in building a successful business. Use the pointers discussed in this article and truly commit yourself to changing your ways for future success and happiness in business.

One of the toughest parts about owning a business and more specifically, being in sales, is handling rejection. Some may find that day after day, knocking on doors and calling prospects blindly is a tough pill to swallow. What makes this pill even larger is the inevitable fact that most of the people you come in inter-group communication with will be telltale(a) you NO!

If youve had the feeling of your heart sinking feeling into your stomach, you are not alone. Over the years, I have been on thousands of sales calls and have sure as shooting lost my fair share. The disturbing part wasnt needfully the lost sale, but the way I felt afterward. My ego was stained and I didnt want to speak to anybody. The mere thought of the loss sickened me, and Im an OPTIMIST! Was there something wrong with me? Why was this happening?

Top sales citizenry understand a dim-witted truth about marketing their products and services. They will not be a fit for everyone. This point is a decisive factor in eliminating your feelings of rejection on a sales call. An crucial part of handling rejection is the realization that the prospects decision not to buy is typically not personal, but just business. The best way to look at this is to track your natural process and see what your selling statistics rattling are. Are you closing 1 in 10 appointments or 5 in 10? By deliberate this, you can turn those ratios to your positive advantage.

For example, if your ratio is 2 sales out of 10 ending appointments in a week, that means that 8 prospects decided not to buy. Thats okay because you NEEDED the 8 nos, to earn your 2 sales. Without those 8 nos you wouldnt have received the 2 yess. The multiple sales that you think you lost were really just stepping stones to take you nearer to the WINS you earned. Now, think about a word I just used a irregular ago, lost. Isnt it interesting that we feel like weve lost something, when the fact is we never had anything to begin with. How can you lose a sale if you never had it to start?

Another key factor out to effectively handling rejection is to change your posture about the word NO. Most of my clients go into shock initially when they hear my philosophy because its perverse to most sales training seminars they have attended. Merely put, getting your prospect to a NO, is a GOOD thing. Read the last sentence again if you dont conceive that I said it.
There are 4 key qualifications to acquiring a prospect quickly to a NO, in the world of sales:

1. If they dont have a need or compelling reason to utilize your products or service

2. If they arent committed to fixing the problem

3. If they arent the existent decision maker

4. If they arent willing and able to invest in your solution

If you really think about your last few business sector deals that ended in a NO, they believably werent qualified to work with you in the first place. I teach my clients to strongly stipulate each aspect and to actually push them to a NO. The word NO should actually empower us as Peter Sellers to move on emotionally, while deliverance us time and money by not continuing a purposeless cat and mouse game.

Your flow mental attitude and philosophy towards rejection and hearing the word NO could be a huge determent in construction a successful business. Use the pointers discussed in this article and truly intrust yourself to changing your ways for future success and happiness in business.

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