Coping with Rejection
Rejection is something that many of us have to deal with on a regular basis, especially as sales professionals. Here are some things to keep in mind:
- Rejection is often the result of timing. You may have thoroughly impressed your prospect with your offering. However, if an unforeseen expense arises that needs to be addressed with the capital they had planned to spend with you, you’ll need to wait for a fresh supply of capital before they can do business with you.
- You should always remember that it is easier for a customer to say “no” than “yes.” Someone might spend 20 minutes with you talking about the features and benefits of a product or service, and then at the end of the day decide they don’t want to buy it, or that they need to shop around first. This does not mean you failed; it just means that the person is not ready to buy yet – this is a normal part of the selling process.
- Everyone gets rejected at some point. Remember that you’re human, and everyone has gone or will go through the same thing that you’re going through. Rather than losing motivation, use the experience as an opportunity to learn and grow.
- It’s always a great idea to ask why. You might start by saying, “You would be doing me a great personal favor to let me know why you decided not to proceed. I’m not trying to change your mind. I’d just like to know why so that I can take whatever you say into account next time.”
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