Has to Be Able to Take Rejection
9 Ways to Deal With Rejection
“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
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 the requirement “Has to be able to take rejection.” It seemed so omnipresent.
And I differentiate between ‘rejection’ and ‘objections’, most other authors I researched use the terms synonymously.
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, 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 and 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. Expect it and don't take it seriously – Not everyone needs your product or service, rejection is part of trying to sell, it is inevitable.
2. Stop making assumptions – Do not play mind-games, proactively assuming that no one is interested in your product or service.
3. Prepare and deliver a very good response – “Thank you, I am glad you said this, so we no longer spend your time or mine on this.”
4. Maintain emotional distance – This may be the most important one: Tell yourself, this is part of the game, and the next opportunity is just a phone call away.
5. Have a pipeline – Rejection is hardest when you put all your hope into this one client. Be able to move on quickly and tackle the next one in your pipeline.
6. Don't take rejection personally - This is not about you. To the client, it could be anyone. Simply smile and move on.
7. Remember, it happens to everyone – Yes, thousands of salespeople around the country experience rejection every day.
8. Have a mission mindset – Focus on the execution of the sales process, do not get derailed. The process is built to deliver success, this rejection is built in.
9. Celebrate rejections – Since they are inevitable and built into the process, a rejection gets you one step closer to a sale.
Contact us to find out how an interim or fractional sales leader coaches their team to handle rejection.
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Inc. – 7 Ways Superstar Salespeople Easily Handle Rejection
Pipedrive – 9 Ways to Overcome Fear of Rejection in Sales
Photo by Anne Gosewehr