Rejection – Real or Not?

Sales Training RejectionIf you are in sales and you hate or even FEAR the possibility of being rejected by one of your future customers, you are not alone. It is a completely natural response, but not one any sales professional can afford to allow, if they want to be successful. Use the tips below to help you to mitigate and even alleviate the concept of rejection altogether.

Reframe the concept of Rejection

The first thing any sales professional needs to do is to reframe the concept of REJECTION.

  • Stop viewing rejection as a personal attack on you
  • See rejection as
    • Merely a “NO” not right now
    • I have not yet understood how your value proposition will serve me – Please explain it better
    • I am not comfortable to change suppliers yet. Can I trust you?
    • I feel there is a risk of doing business with you. Please mitigate the risk that I am experiencing
    • I still have a few objections, which you have yet to handle to my satisfaction. Please probe a little more to uncover any objections I may have?
  • The best way to reframe the concept of rejection is to accept that it does not exist at all
    • Imagine that you want a date with a beautiful girl.
      • You never ask her out – nothing changes
      • You ask her out, she says no. – Nothing changes
      • You ask her out and she says yes. Now things change – You have a date.
    • The same is true with sales. Things only change when your future customer accepts your offer and chooses to buy from you. Rejection is merely a negative connotation; we choose to give an event, when one of our future customers says “NO”. Once you reframe the concept of rejection, it becomes easy to take it in your stride.

Build a substantial Sales Pipeline

The next thing you need to do to support you to better handle rejection, is to ensure that you have a “Big Sales Pipeline”. If you only have a few prospects in your sales pipeline, each “NO” will be a massive blow. On the other hand when you have a deep pipeline, a “NO” is simply a small challenge, which can be taken in your stride.

Properly qualify your Future customers (Prospects)

When you invest time to properly qualify your future customers it is less likely that you will receive a “NO” When you are speaking to your perfect prospect, who needs exactly what you sell. It is less likely that they won’t appreciate the value you offer and how that value will serve them.

Ensure that you are engaging with the right decision maker

Invest the time to discover the right decision maker and it becomes less likely that you will be rejected. Too many sales people engage with the wrong people, who are either unable or ill qualified to make a buy decision. When you engage with the right person at your perfect prospect, who needs exactly what you have to sell. Showing them how your value proposition will serve them becomes simple.

Prepare properly

Proper preparation is crucial, if you want to ensure that you are able to:

  • Manage or mitigate objections
  • Alleviate any risk your future customers may experience
  • Build trust
  • Create a buying atmosphere, where you can describe your value in terms of their needs and expectations

What kind of preparation helps?

Research

  • The individual you are to see
    • The more research you do prior to meeting with any individual, the easier it is to connect with them
    • The more you know about the person, the easier it will be to discover their thinking and decision making styles
  • The organization
    • By properly researching the organization prior to meeting with them, the easier it becomes to link your value proposition to their needs, expectations and values
    • Prepare an agenda before the meeting
      • An agenda forces you to think about a meaningful purpose for the sales meeting
      • An agenda shows your future customer you are prepared
      • It shows them that you value their most important possession, namely their time

Probe Properly

When you understand how to probe properly by using the questioning funnel, the following becomes simple:

  • Uncovering exactly how your value proposition will serve them becomes easy
  • Uncovering and mitigating objections is far easier
  • Uncovering any risk, your future customer is experiencing becomes easier.
  • It is far easier to build trust with your future customer as they feel that you are there to help

Summary

When you invest the time to do the following, rejection becomes far less daunting and you are far less likely to be rejected:

  • Reframe the concept of rejection
  • Build a substantial sales pipeline
  • Engage with the right Decision maker
  • Properly Qualify prospects
  • Prepare properly
  • Learn to probed effectively

 

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