In training sales professionals, I teach them how to close sales by handling the objections of their prospective clients. There can be many different types of objections, and I teach them the many different ways to address those objections. However, those techniques do not necessarily ensure closed deals all the time. It is a fact that salespeople must also learn to accept. Now, we know that getting rejected makes us feel inadequate, and most of the time, it makes us feel uncomfortable to move forward. It inevitably triggers us to have a fear of rejection. And the sad truth is many salespeople are still living with it.
When rejections hit us, it is always important to know how to cope with them. Here are some ways that I have practiced doing to make myself feel fine every time I get rejections:
- Maintain professionalism towards the person who rejected the product or service. Instead of giving up on the customer that refused your product, make an effort to make them feel that you are still there for them whenever they need you and that you are happy to serve them regardless of the rejection. Keep your composure and your good treatment. You never know when the time comes that they will require the product or service you offer. Once that time comes, and they still feel your presence and connection, they will surely remember and consider you because you treated them well unconditionally.
- Shift the focus to valued clients who need your help and believe in the product or service you offer. They say there’s no use crying over spilled milk because you can no longer undo the occurrence. Time will only be wasted when you keep on thinking about a rejection from our customers. Instead of languishing and wasting precious time, it is beneficial for you to focus on taking care of your current clients or customers. Always remember, you already have clients who look up to you, trust you, and expect you to deliver what you promised to them. When you give your energy and focus to them, you will feel fulfilled and more motivated to fulfill your role as a salesperson.
- Identify what worked, what did not work, and how you can improve next time (e.g., the way you present the product or service). Turning a pretty undesirable situation into restorative material to improve yourself as a salesperson is one way to handle rejections. When rejected, assess your performance and determine what did not work that led to the rejection. Take notes so that when the time comes that a similar selling situation occurs, you will not make the same mistake and apply the appropriate strategy or technique instead.
- Equip yourself with the proper knowledge, skills, and art in selling. Consider it as a tool for your growth. After assessing what did not work in your previous selling transaction, invest your time to strategize how to solve people’s problems and apply proper and effective ways to handle the objections you initially failed to address. It will make you even more excited to face future transactions with confidence and conviction.
- Accept the fact that not everyone has a need or want for your product or service. You have to do your best not to get carried away by the momentary feeling of sadness after receiving the rejection. You also have to make sure not to take it against yourself nor the person who rejected the service or product you offer. Learn to condition yourself that in sales, being rejected does not mean that you as a person are the one being rejected. It only means that the product or service is not favorable or valuable for the customer, so the latter chose not to avail it. Having this mindset also helps you to keep a good relationship with them even after the rejection.
So, when faced with rejections, never allow yourself to stay in a slump. That is not the way to deal with it. Focus on the beneficial ways which can make you an even better salesperson. Like how there are constant challenges in your personal life that help shape you as a person, there should also be challenges in your sales career that hone you to become a champion. Always remember that rejection is part of our career in sales, but it’s not the end. You feel it, you learn from it, and you move forward.
How about you? How do you deal with the rejections of your customers or buyers?