“Part of being a top performer is that you will always for the rest of your career receive rejection or nos.” – Meshell Baker in today’s Tip 1213
Do you rethink rejection?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Feeling rejected on this Monday? Here’s Meshell Baker to help you rethink some things:
Meshell Baker: Hello and welcome to today’s Daily Sales Tip: Rethink Rejection. Yes, I said it rethink rejection. It is an interesting anomaly when a seller gets upset and frustrated, overwhelmed, fearful, and doubtful when they are rejected or instead of saying rejection when you do not acquire the sale. Understand that part of being a successful top performer is that you will hear more nos than yeses, especially when you’re starting out. As you start to embrace this process of nos, as you start to master the nos, they will start the tables will turn and you will start to see the ratio of nos and yeses change dramatically. And it does require that you embrace the nos initially. Especially when you’re starting out and you’re doing a new product, a new launch, a new company, you will generally hear a lot in the beginning. And as you move through them and understand that it’s not personal, it’s just a lesson. And how you master that lesson is how you begin to turn them around.
So I’m going to give you a couple of tips here so that you can begin to visualize and internalize the impact of this so-called rejection as something different. So you will rethink them when you receive them.
So one, learn to expect some rejection. This does not mean that you would go into the sale, the prospecting call, the presentation thinking it could go wrong. You still want to visualize favorable outcomes. And what it does mean is that you are understanding that you cannot make things go your way because then you’re just simply focused on getting the sale, instead of being valuable. You want to focus on being valuable to all in the room, all in the process then you will increase the likelihood of hiring the sale, and when if it should not go your way, you still are not internalizing it. You understand that the door is still open now doesn’t mean not never, it just means not now.
Number two, refuse to internalize it. So again, when things don’t go as you plan, you’re more able to understand that it’s not you, it is just the process of that prospect or that client not saying yes. You can follow up and ask them what could I have done differently? Was it a timing issue? So take the opportunity to learn. Be willing to follow up with people who have decided not to work with you and ask them why they said no. This will help you to reduce your feelings of rejection. The other thing is again, evaluate the nature of rejection, which is what I basically just said. So you see how sequentially these are moving forward and what they’re doing is helping you fortify yourself for the belief that things are working in your favor, that you will have more yeses, than those. Even if it’s not today, it will be in the future and you’re creating the pathway for that.
So again, always learn from the lessons. Evaluate, take time, keep moving forward. Seek support if necessary. If you need mentoring, if you need to work with your supervisor, if there’s a colleague that you can be accountable and buddy up with, if you need to invest in coaching, whatever it takes the people who are top performers don’t waste time in wallowing in what didn’t happen. They focus on what must I do? Who must I speak to, how much I invest in myself so that I can get more yeses.
One thing that will be cost-free is to listen to a podcast. There are so many podcasts where people tell the stories of the journey of becoming a successful sales rep. You don’t want to just listen to people talk about their successes. You want to understand the journey because when you are on the journey when you have those moments where you’re feeling overwhelmed, doubtful, fearful, second-guessing, your mind will remember all the times that you’re not alone, this is normal. It will normalize it you’ll be able to get up and get back going quicker.
And again, look at who your target audience is, where your watering holes all those basic of sales will help you to reduce the number of rejections but the bottom line is be prepared to receive them. Part of being a top performer is that you will always for the rest of your career receive rejection or nos and the best way to be able to deal with it is to understand it, to learn from it, to anticipate it, to basically to gorge yourself so that you are able to take it, keep moving and be successful.
Once you’ve clicked over there, be sure to click right back here for another great sales tip. Thanks for listening!