Rejection Is Part of the Game
Rejection isn’t something new for a veteran of sales, but for a few it can be a show stopper. I absolutely enjoy prospecting. Prospecting is a hourly occurrence in my life and my wife gets so frustrated because I will strike up a conversation with just about anyone. Personally speaking, every person I run into has something special offer. I cannot count the number of times I have gotten leads just from striking up a conversation whether it be on the Golf Course , Starbucks or just out and about. There is always the possibility of getting turned away, but honestly, I do not care.
The other day One of my connections wrote an article about how being rejected was part of a sales person’s daily routine. If you are professional sales person it’s inevitable, bound to happen and I do not know one professional sales person who has not come face to face with being nixed at one point or another.
You Overcome Rejection Everyday
When you meet someone for the first time in public, you look for some way to connect with that person. A common ground. It might be the weather, the car they are driving or some minuscule thing like a shirt or cell phone. The point is you are making a connection, and you are avoiding rejection, whether you like it or not overcoming rejection is a daily part of your life. The same holds true for using the telephone to make a connection.
Personalize to Reduce Rejection
If you pick up the phone, dial a number and get a voice on the other end and know nothing about that person that is considered a cold call. Chances are, 7 out of 10 times you will be rejected, and be ready for the higher rate of rejection. However, if you take the time to learn something personal about whom you are calling and personalize the message you might find your rejection rate to go down. The work that is done before the call makes the difference. These 5 steps will help you reduce rejection and reduce your stress.
- Personalizing the message – Building rapport is the first thing you should do, so knowing as much as you can about the person you are contacting and what personally hits home to that person. No decision is ever made on a corporate need. A decision is made on a personal belief system.
- Know your prospects business – Knowing their business and some of the challenges that exist but don’t approach it like your selling your service but understand what that person is up against.
- Asking a “what if” question about their business – Be disruptive in your message get them thinking about change and what would happen if they actually did something different in their business.
- What value you provide to them – Know the value you can bring to table and how that value solves critical business issues.
- Empathy – show them you care about the success of the business and that you know their business and share a story that shows this
Calling isn’t easy and everyone has their own way of doing thing but I hope the following the 5 steps help you to lower the the percentage of rejection. Regardless, rejection is part of sales. You need to overcome the fear of rejection or find another profession. Rejection isn’t something that is just going to go away. Whatever you do I suggest you never ever take rejection personally. Jane Porter writes an excellent article on the “Seven Rules For Coping with Sales Rejection”