A friend recently told me that being able to deal with rejection was the key differentiator between successful and non-successful sales people. And I have to say, I agree with him.
Rejection sucks, there is no other way to put it. But letting it get you down is taking the easy way out.
I remember when I started my first real sales job. Before each call I would be terrified. What if they didn’t buy? What if they said NO? What if I was rejected? As an introvert it was easy for me to take rejections personally. As though it meant my product or service wasn’t good enough.
What I didn’t realize at the time is that most people don’t buy. This is true of every business, anywhere. On average, 80-90% of the people who see or ask about your product won’t actually buy. The minute I realized this, it immediately took the pressure off!
Suddenly, I could see rejection in a whole new light. Rejection became my friend!
First of all, not every client is right for your business. If you’re a creator or service provider who appreciates your customers, then you deserve clients that appreciate you. A sales process that aligns with your unique voice and talents is a perfect way to naturally screen for your perfect client. Let every ‘no’ make space for the perfect ‘YES’.
Second, every sales call is an incredible opportunity to get to know your market in depth. Introverts are especially good at this and it’s true whether you make the sale or not. You can find out critical information about your client pool – like demographics, motivations, desires and what problems they need solved.
Third, a properly aligned sales sequence has the potential to give you vital feedback about your product. Done correctly, you can infuse product development in your marketing efforts.
Finally, ‘No’ is often just another way of saying ‘not right now’. This is actually great news for introverts (and not always for extroverts), because if you can create authentic relationships with people based on mutual trust then your chances for a future sale go way up. Remember, 60% of all sales occur after the buyer says no 4 times!
So, in a very real way, the sooner you make friends with “rejection,” the sooner you’ll be making sales, generating revenue and putting your business on the map.
So how do you get over the initial sting of rejection? I am the first to admit some days are just harder than others and there are days when hearing a lot of “NOs” just feels horrible. How do you snap out of it? Let me share something I do when rejections get me down. I created a “Gratitude Page” with photos of clients, success stories, and inspiring quotes that I put near my phone! I am so grateful to have helped these people and I know the feeling is mutual. Any time I am feeling nervous or a little down, I use it to cheer me up. And I invite you to do the same! After all, your past clients know how amazing you are because they’ve experienced your magic. You can use their transformations and future transformations as your motivations!
Here’s to a successful 2017 with many many rejections (which lead to your true successes)!