Face it selling is hard work. On a good day you are plowing through lots of No’s to get to a Yes or two. How do you stay motivated and fight through all these sales rejections.
Learning to Process Rejection
The first thing that will help you to stay motivated and focused on selling is learning to process rejections.
In the case of email campaigns you can simply have an assistant process these responses, keeping these rejections (maybe even complaints) completely out of your head. It might even make sense to do the same with initial phone calls. If you have a brand new list of leads you might want to have an assistant pre-qualify each of them for you.
These initial contacts are likely to be you largest concentration of rejections. Sparing yourself all these No’s can be a big motivational boost.
Learning from Customers Saying No
When the customer says, “no” it is rarely about you personally. It means there is something about the sales process, the product, or the pitch that is not giving them the confidence to buy.
Try asking these questions on each rejection:
- What was the objection?
- Was it valid or just a brush-off?
- Was I prepared to overcome the objection?
- Could I have overcome it better?
- How could I have pivoted better?
Chances are that you will see a No like this again. Going through this quick checklist will teach you something and better prepare you for the next call.
Ultimately, you know that you are going to hear more No’s than Yes’s. Therefore, the best advice I have ever heard came from Jeffrey Gitomer when he said, “fail faster.”
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