When a prospect says no to you, do you take that rejection personally? Do you feel as if it means you are bad at your job or that you don’t deserve to earn the prospect’s business? If so, these fears may become self-fulfilling prophecies until each day of cold-calling becomes and endless round of painful blows to the ego.
It doesn’t have to be that way. The word no does not have to paralyze you. You can learn to be strong enough to hear it over and over and keep making those cold calls anyway. These tips will set you on the right path.
It’s Not Personal
Prospects say no for all kinds of reasons. Perhaps they’re satisfied with their current insurers, don’t believe they need insurance or can’t afford the policy you’re selling. Perhaps they’re out of sorts after a fight with a friend or a colleague. Perhaps they simply don’t have time to consider your proposal. None of these reasons have anything to do with you personally, and these factors are certainly not under your control. Don’t read more into a “no” than the prospect means.
Practice Makes Perfect
It may seem hard to believe if you’re rejection-phobic, but the more often you hear the word no, the easier it gets to hear it. In psychological terms, you become desensitized. Consider asking your boss for some aged leads to practice with and commit to calling at least 20 of them per day. By the end of the first week or two, you’ll be so used to hearing no that the word will lose its ability to sting.
Hone Your Sales Skills
While you’re busy learning not to be afraid of the word “no,” you may notice that the word “yes” is creeping into your sales calls. The more you practice, the more skilled you will become at making sales. You can also learn sales techniques by observing the most successful sales agents in the company. Ask to listen to recordings of their calls, or ask them to listen in on your calls and offer advice.
Of course, none of these tips will prevent you from getting rejections. Even the best salespeople hear “no” more than they hear “yes.” With practice and experience, though, you’ll learn to put the rejections out of your mind and keep dialing those numbers until find the prospects that want and need your services.
