Every “no” reminds me how much sales sucks. But, each “yes” makes me hunger for the next big win. This is the emotional roller-coaster of sales. How do you train to fight through rejection and increase your sales performance?
Good Sales is …
Good sales is a position of confidence and aggression. You attack rejection and drive it out with a positive experience, and you won’t stop until you get that positive turn of events.
Rejection is a natural part of life and takes center stage in every sales organization. Good sales folks figure out how to minimize its effectiveness–even turn it into motivation.
Bad Sales is …
Bad sales is a position of negativity and uncertainty. Bad sales holds onto every rejection and uses a rejection as a stopping point.
Rejection will happen. Are you going to make it the the focus of your sales plan? Don’t!
Powering Through Rejection
One of the biggest mistakes in managing rejection is allowing it to kill momentum. I see it over and over…a rejection triggers a break from selling. This is like icing the kicker or a free-throw shooter with a time-out. You are locking in that negativity and giving your time to psyche yourself out of a success.
Take the opposite tack–use rejections as power pivots. Turn it into motivation for a “power hour.” See how fast you can get the next “yes.” Or, if you are still talking to the prospect see if you can pivot it into a referral opportunity.
Powering Up Sales
Fighting rejection and using it to power you into the next success is the key to winning big. Rejection, managed correctly, can become the juice that make your sales soar.
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