How to Deal with Rejection in Sales
One of the toughest parts of selling is dealing with rejection.
It’s strange how much it can affect you. Whether someone emails you about a proposal you sent over or they tell you NO right to your face.
Rejection is obviously a part of life, but it’s a more constant companion to those of us in sales or who own businesses where we are the ones who actively reach out and prospect for new clients.
It can hurt…and the reason it’s worth talking about is that a single rejection can cost you hours (and I’ve even heard of days) of productivity.
Sometimes it can sting a little too much and suddenly you don’t want to make that next call or create that next video or whatever else you had planned for that day.
So, in this post, I want to show you how you can stack the odds in your favor, so that rejection rolls off you, like water off a duck’s back…
When you apply what I’m about to teach you, you’ll go from letting a single rejection ruin your whole day to moving on quickly and getting focused on the next opportunity.
Instead of crossing your fingers that a deal will go through, you’ll have an indifferent attitude. Emotional Teflon.
Well, let’s start with the #1 reason we take rejection too hard.
Solve this problem and it’s game over. It won’t even occur to you to be emotionally damaged by not getting a new client that you were after or missing a close you think you should have had.
The biggest reason people struggle with rejection is that:
They don’t have enough opportunities in the pipeline. Period.
They don’t have enough prospective new clients they are in discussion with.
And so what happens is they apply disproportionate emotional weight to each opportunity.
Think it of it like this, the more opportunities you have the less each of them matter to you emotionally.
…but, the flip side of that is that the fewer opportunities you have, the more each of them matters to you and the more they will sting if they don’t work out…
When you have a lot of potential new clients you’re still engaged in discussions with, if one says no, it’s not a big deal.
It’s as simple as that.
Beyond positive thinking or a shift in mindset, the very best thing you can do for your business is become better at prospecting for new business.
You’ll develop that emotional Teflon we talked about and when you really master the skill of prospecting, you’ll make more money than you know what to do with….at least at first 😉
(In time you’ll discover new and more interesting ways to spend your money haha)
When most people think of improving their sales results, they often think this way:
- “I need to become a better closer”
- “I need to become more persuasive”
Or they think “I’m already spending so much time working, I don’t know how to improve my results without putting in more hours”.
The truth is if you want to increase your income – the surest and most reliable way to do that is to improve your prospecting strategy and skills.
It’s also the easiest way to improve your sales results, regardless of skill level.
I know this is true.
From first-hand experience and coaching and managing salespeople from various levels on the totem pole…
I’ve made a lot of cold calls over the years…I’ve sent a ton of cold emails. Early in my career, getting rejected was devastating. And I probably took it harder than most.
At first, I tried focusing on mindset shifts and positive thinking..and this worked to a certain degree but I never fully got rid of that awful feeling in the pit of my stomach when a deal wouldn’t close or someone was rude to me…Then I learned a new way.
I don’t remember where I first heard it, probably one of my early mentors but they simply explained that I needed to focus on getting more opportunities…get more things going.
I started putting more time into prospecting. I learned how to become a better and more productive prospector…This changed everything.
I made more money, the rejections stung less….and my whole attitude shifted. I finally had that golden mindset that you read about in books….that thick skin I wanted.
Also, when I made my calls, I closed more sales and got more appointments because my clients could tell that I wasn’t a hungry salesperson.
The whole power dynamic shifted and clients started to close easier because they could tell I didn’t need their business…and this is really the place you want to get to when selling.
This is truly the difference that makes the ALL the difference.
So the choice is yours.
You can avoid getting good at the all-important skill of developing new business and just take whatever the cat drags in…whatever opportunities come your way and be walking on eggshells with your prospects, hoping they won’t say no…
Or you can fill your pipeline…fill your calendar with opportunities and be so busy that you don’t care if you get rejected…you’ll be back in the driver’s seat where you truly belong.
It’s up to you.
If you want me to show you how to fill your calendar with qualified appointments and double your sales in the next 90 days, book a free 15-minute chat with me here to learn more about the “2X in 90 Sales Sprint” program.
In it, I’ll show you how to improve each phase of your current sales process (or develop one if you don’t have one) so that you make more sales with less effort and in less time.
This program is for business owners who sell their products or services, their sales teams or individuals who work for other companies that want to improve their results…and income.