How to Handle Sales Rejection
Not every sales call turns into a success. Sales executive often have to deal with rejection, and if you are new to the sales process or just starting up in business, rejection can be tricky to deal with. Here are a few tips on how to cope with the ‘dreaded R.”
1. KEEP YOUR COOL. We know it is hard when a prospect makes a dozen demands, badgers you for time and asks for lengthy presentations, only to give you thumbs down. You probably feel like punching them, but whatever happens, keep your cool and be polite. Thank them for their time and the meeting. You never know when your paths may cross again.
2. DON’T BEAT YOURSELF UP OVER IT. Think of a rejection like a bad breakup- the sooner you get over it and focus on what lies ahead, the better! In order to do so, do not blame yourself incessantly. Rejections happen. Take stock of what went wrong and see how you can improve. Did you give away too much information and not ask the prospect what they wanted? Tone it down. Did you misread the prospects requirements? Be more careful in future. Also, don’t dwell on invalid or baseless rejections: for example, a no from an angry or frustrated prospect. Shrug it off, move on. Do not take it personally.
3. CHECK YOUR EMOTIONAL INVOLVEMENT. When you build a relationship with a prospect, you may become emotionally attached- and this is where obligations creep in. You may feel that the prospect is buying out of remorse or compulsion, or conversely, you may close at a much lower rate for fear that the prospect will stop liking you. Keep the personal and professional aspects separate, and focus on selling the benefits of your product- this way, you can sell even to your best friend.
4. DO NOT BE AFRAID TO APPROACH THE BIG GUYS. A lot of times, sales executives are afraid to approach the real decision makers and top management, because rejection coming from a higher level may seem to carry more weight. You should not consciously avoid speaking to them. Remember, they all started in the same position as you and worked their way up. Plus- you also get a chance to make an impression and establish contact.
What you need to remember is that rejection can happen to the best and most experienced of sales people- sometimes the prospect is just not the right fit; or maybe they are just not ready for your product. Sometimes, it could have been a lack of information or a wrong approach. Whatever the reasons, walk away learning something more from the experience, and the next call is sure to be a success!