Zac Kerr For salespeople, rejection is an inevitable part of the job. Even the most experienced and successful salespeople face rejection on a regular basis. However, how salespeople handle rejection can have a significant impact on their future success and well-being.
When salespeople fear rejection, they may become hesitant or even avoid certain sales activities altogether, which can negatively affect their drive and tactics. Additionally, frequent rejection can take a toll on morale, leading to feelings of frustration, and inadequacy.
But it doesn’t have to be this way.
By knowing some simple tips, salespeople can learn how to deal with rejection in sales effectively and turn those dreaded “nos” into opportunities. With the right mindset and techniques, salespeople can overcome their fear of rejection, maintain their motivation, and achieve their sales goals.
Your Sales Pitch Might Be Rejected — That’s Okay
When a prospect says “no,” especially in a face-to-face interaction, it’s natural to take that rejection personally. However, this causes both motivation and performance to suffer. It’s crucial to understand that when someone rejects your pitch, it’s not a rejection of you as a person.
This is easier said than done. How can you train your mind to detach yourself from the pain of rejection?
Start with these practices:
- Boost yourself up: After a rejection, boost your self-confidence by reminding yourself of your strengths and successes. Practice positive affirmations and remind yourself that rejection is a normal part of the sales process.
- Establish emotional separation: Try to disengage your emotions from the situation. When you experience negative feelings after rejection, take a step back and ask yourself if those feelings are based in reality.
- Reframe your mindset: Instead of seeing rejection as a failure, try to see it as a learning opportunity. Use each rejection as a chance to refine your approach and improve your technique. Ask for feedback from your team or manager.
- Keep things in perspective: Remember that rejection is a natural part of the sales process. Don’t let a few rejections discourage you from continuing to pursue your goals.
“No” Doesn’t Always Mean “Never” in Sales
Your idea of something affects your attitude toward it. If you redefine the concept of rejection, you increase your likelihood of remaining positive throughout the ups and downs of the job.
When some people say “no,” they may mean:
- They had negative experiences with other sales representatives in the past.
- It’s not the best time, due to finances or logistics, to use your products or services.
- They are not in the right mood or frame of mind at that moment to consider your pitch.
“No” often actually means “not right now.” People who reject your offer now may still become customers in the future. Incorporating an ask into your pitch to come back at a later time when their reason for rejection resolves may improve your rejection/acceptance rate.
The Sales Process Doesn’t Exist Without Rejection
Rejection is not something to avoid, but accept. A good sales rep knows that usually, every “yes” from one person comes with at least one “no” from another.
No matter how valuable the products or services you’re selling, not everyone will need them. And believe it or not, every salesperson has heard the words “no” more than once in their career.
Know that the sales process is just that: a process. Rather than trying to evade rejection at all costs, factor it into the equation. Expect it to happen.
Just remember that expecting rejection to happen does not give you license to get sloppy in your door-to-door selling. It’s important to understand that “no” is a reality of the job, not a reason to avoid working on your techniques.
How to Respond to “No” in Sales
When you expect something to happen, like being rejected, you can better prepare for it. Once you realize that people saying “no” is a reality of the job, use your knowledge proactively.
Ask yourself these questions:
- What are the different reasons people may say no?
- How can I respond to these reasons in a way that redirects the conversation, not ends it?
- How can I accept a definitive “no” with poise?
Consider these tips for responding:
- Listen carefully: Listen to the reason why the customer is saying “no.” This can help you understand their objections and give you an opportunity to address them.
- Provide more information: If the customer says no because they don’t understand the product or service, provide more information to help them make an informed decision.
- Offer alternatives: If the customer’s objection is related to the price or features of the product, offer alternatives that may be a better fit for their needs.
- Stay positive: Even if the customer says “no,” remain positive, upbeat, and professional. This can help you maintain a good relationship with the customer and keep the door open for future opportunities.
People say “no” for different reasons, but if you anticipate their objections, you can prepare responses that help them view what you are offering in a different way. Knowing how to handle objections in sales is a good starting point for overcoming the rejection before it happens.
This may keep the conversation going long enough to change an initial “no” to a conclusive “yes.” When people do not change their minds, know how to accept their answers with a smile and a handshake.
How does this help you stay positive?
If you practice how to respond to rejection, you know how to act in a positive way even when you do not feel positive emotions. Over time, your emotions will catch up to your actions.
What Can You Do to Improve Sales Efficiency
Since rejection will happen no matter how skilled you are at selling, and you can’t directly control whether or not leads and prospects convert into sales, you need to shift your focus.
Again, focusing on rejection and taking things personally is a surefire way to burn out quickly.
Instead, by taking control of how efficient you are in your sales process, you can weed out unqualified customers that will likely reject the pitch and focus on leads that are more likely to convert.
Using technology and modern outside sales tools can help you target the right leads from the start and speed up your selling process.
