Getting to Yes when the Answer has been No:Dealing with Rejection in Sales and Business

Dealing with rejection in sales and business is tough.  I remember my time in outside sales in New York City. I would make a lot of cold calls or try to up-sell or cross-sell products to existing customers. I remember days in the field when the answer I received was some form of no. Sometimes no matter how perfectly we execute the sales process, the answer is going to be no. Even today in the business I am building, I face a lot of rejection.

Many people would think to themselves I can’t take this rejection I should just quit. Well their right at least in the short term. After you have made five or six sales calls with no results, take a short break. Take a walk and do some deep breathing. Try to remember that it is your offering that is being turned down and not you! Unless the prospect says “I hate this guy”.  This happened to me on one occasion.

You should take a short break after being rejected for the following reasons:

1 At this point in your call plan you are probably frustrated and are not thinking clearly. This will ruin any chances of making sales for the rest of the day.

2 Taking a break allows you to vent and refocus.

3 Reflect on past successes you’ve had. Remember, you made sales before and you can do it again!

After you have cooled off, try to think over the last calls that you have made. Reflect on what went well and what did not. Take this information and go on to your next calls with a positive attitude as if nothing has happened. Remember, your prospect does not care about how your day is going.

During my time in outside sales, I would have to call on certain prospects as many as 10 or 12 times before I could make a sale.  In terms of cross-selling and up-selling, you have to build relationships with your customers. It is not going to happen over-night. This is true when you are selling items that require a large investment from your customers or prospects.

Some of my biggest sales successes have come during my last few calls of the day. When you feel spent, take a short break and then keep going. You never know when you are going to get a yes. If you quit then the answer is always no. Remember, always ask for the order.  I was cursed at and thrown out of buildings; if I could keep going so can you!

 

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