Not an Objection, Rather the Outright Dismissal of Your Proposal

 

“Rejection, Rejection, 

I really hate you!

We're breaking up and

going our separate ways.

I'm through with you!”

from An Ode To Rejection by Lynette Chiamaka Okoroike

 

 

"Has to be able to take rejection."

Early in my career in sales, as an individual contributor and as a leader, I always felt that every client-facing job description should include this requirement.

 

And I differentiate between 'rejection' and 'objection.'

Objections are non-buying reasons customers put forward, sometimes as a way to negotiate concessions, sometimes as an indication that they have not completely understood the product, and sometimes as an indication that the time, the place, the person, or the budget is not there for a positive decision. And objections can be overcome; here are two articles on how to do that:

Sales Objections and How to Handle Them

Sales Objections and How to Handle Them (part 2)

A rejection, on the other hand, is an outright dismissal or refusal of the proposal. It does not require a reason, it is not negotiable, nor is there a future or next step. Rejection is the worst. And, yes, there are ways to prepare to cope with it. But the truth is it always angered and frustrated me. And, yes, the fear of rejection sometimes is greater than the actual rejection. It can immobilize and affect drive and performance. 

 

Now that I have gotten this off my chest let's look at ways to deal with rejection.

1.     Anticipate and acknowledge rejection: Recognize that not everyone will require or appreciate your product or service. Accept that rejection is an integral part of the sales endeavor, an inevitable aspect that accompanies the pursuit of making a sale. Understand that it's not a personal attack but a natural occurrence.

2.     Avoid making assumptions: Instead of engaging in self-defeating mind games, refrain from preemptively assuming that nobody will be interested in what you offer. Adopt a proactive mindset that allows for open-mindedness and genuine curiosity about potential clients' needs.

3.     Prepare and deliver a well-crafted response: When faced with rejection, respond gracefully by expressing gratitude for their feedback. A suitable reply could be, "Thank you for sharing your thoughts. I appreciate your honesty, as it allows us to allocate our time more efficiently."

4.     Maintain emotional detachment: Emphasize the importance of maintaining emotional distance from rejection. Remind yourself that experiencing rejection is an inherent part of the sales game. Reframe it as an opportunity to grow and improve, understanding that the next promising opportunity is just a phone call away.

5.     Cultivate a diverse pipeline: One of the most challenging aspects of rejection is placing all your hopes and efforts into a single client or opportunity. To mitigate this, ensure that you have a diversified pipeline of potential clients. This allows you to swiftly move on from a rejection and redirect your energy toward the next prospect in line.

6.     Avoid taking rejection personally: Understand that rejection is not a reflection of your worth or capabilities. Clients might reject your offer for various reasons, and it could be anyone in your position facing the same outcome. Maintain a positive outlook, brush off rejection, and continue with confidence.

7.     Remember that rejection is universal: Realize that rejection is a common experience shared by thousands of salespeople across the country. It is not an isolated phenomenon specific to your situation. By reminding yourself of this fact, you can find solace and motivation in the collective struggles of fellow professionals.

8.     Embrace a mission-oriented mindset: Keep your focus on the execution of the sales process, ensuring that rejection doesn't derail you from your goal. Develop a resilient mindset that understands that rejection is an anticipated part of the journey toward success. Embrace the challenges and trust that the sales process is designed to yield positive outcomes, despite encountering rejection along the way.

9.     Celebrate rejection as progress: Embrace the inevitability of rejection and reframe it as a stepping stone towards a successful sale. Each rejection brings you closer to a positive outcome, as it allows you to refine your approach, learn from the experience, and adapt your strategies accordingly. Celebrate rejection as a valuable lesson and an opportunity for growth.

By expanding on these strategies, we can better equip ourselves to handle rejection with resilience, maintain a positive mindset, and keep moving forward on the path to success.

 

Contact us to find out how an interim or fractional sales leader coaches their team to handle rejection.

__________________

Photo by Anne Gosewehr