VOL. 127 | NO. 71 | Wednesday, April 11, 2012
Guerrilla Sales & Marketing
Secrets To Embracing Rejection
By Lori Turner-Wilson
When asked what contributed most to his NBA career, Michael Jordan said he missed more shots than he made, which is why he had the opportunity to make more memorable shots. No one remembers how many shots you missed. Similarly, sales is a numbers game.
Sure, every sales rep prefers to focus on fewer quality calls, but no matter your skill and experience, the path to sales success is paved with rejection. Sales guru Dale Carnegie said it best: “Develop success from failures. Discouragement and failure are two of the surest stepping stones to success.”
Adopt these five strategies to embrace sales rejection – leveraging a “no” to fire you up and reach your targets.
Secret No. 1: Separate your personal identity from your sales role. Emotionally disconnect from the outcome. When a prospect says “no,” you must believe down to your very core they aren’t rejecting you; they’re simply rejecting the product or service you’re selling. If you take it personally, it can lead to call reluctance and a lack of sales activity. Remember, selling isn’t about getting a “yes” or a “no.” It’s simply about getting a prospect to make a decision.
Secret No. 2: Disqualifying is as important as qualifying. Your time is valuable, and so you need to make sure you’re spending time with the right prospects. When talking with a prospect for the first time, you are evaluating whether they are a good fit for your company. The fact that they have dollars to spend doesn’t necessarily make them a good fit.
Secret No. 3: Employing this mindset allows you to even the playing field, empowering you to see your prospect as a peer. They have money and you have a solution to a problem. Don’t put your prospect on a pedestal. You are equals that may find it mutually beneficial to partner together; and then again, you may not.
Secret No. 4: Recognize that higher rejection rates lead to more sales and higher earnings. Normalize rejection by setting benchmarks for yourself – how many calls it’s going to take you to close a sale. Then, embrace a “no” as putting you one step closer to the coveted “yes.”
Secret No. 5: When you’re staring into the face of sales rejection, it’s easy to stall on picking up the phone for your next call until your mind is right and you’re comfortable again. If you wait until you’re comfortable, you may never pick up the phone again. You need to be a little uncomfortable every day to be successful in sales. Do the activity and your attitude will follow. The key to getting comfortable is consistency.
Having a sound sales process and well-differentiated product or service goes a long way in sales, but if you can win the psychological battle, the market is yours.
Lori Turner-Wilson is an award-winning columnist and Founder/CEO of RedRover Sales & Marketing, www.redrovercompany.com. You can follow RedRover on Twitter (@redrovercompany and @loriturner) and Facebook (facebook.com/redrovercompany).