How to make the most out of objections in sales
There are many upsides to working in sales, but the nearly constant rejection isn’t one of them. In sales, rejection is simply part of the job, and every good salesperson gradually becomes immune to the constant slew of “No’s.” In fact, they use those objections to their advantage. So if dealing rejection isn’t already part of your sales arsenal, we have broken down some of the best ways for you to deal with losing out on a sale.
4 Tips to help you cope with sales rejection
1. Maintain a positive attitude
It can be difficult to keep your chin up after facing rejection, but this is key to the success of your future endeavors. As a salesperson, you control your own destiny, and it will be extremely difficult to have any success with anything but a positive, upbeat attitude. Mark Carlson, president of T. Charles Wilson Insurance Service suggests that you should remind yourself of what you have accomplished each day, no matter the significance. And whatever you do, don’t give up.
2. Keep your personal feelings out of the equation
There will be times where you feel you have connected with a potential client, delivered a perfect pitch, yet you come up short. While it can be easy to let your emotions get the best of you, remember that this is a business decision, not a personal one. Pick yourself up by the bootstraps and move onto the next one.
3. Refine your sales pitch.
If you find yourself falling short of winning the opportunity, it could be a sign that it’s time to make some revisions to your value messaging. Dive in head first and tackle each aspect of your pitch with extreme precision. Rather than wasting time being upset about your latest rejection, look at the positives that can come from rejection. Ron Ashkenas of the Harvard Business Review, puts a positive spin on how we can deal with rejection, reminding us that, “Rejection can be beneficial: It can force us to come up with more ideas, redirect us to different paths and keep us humble and open to learning.”
4. Stay in touch
After learning that you haven’t made a sale, it’s tempting to cut your losses and accept the rejection. Instead, make a concerted effort to build a relationship with your contact. This will help demonstrate your true colors, and be there when their situation changes, you will be there to pick up the pieces. You’ve probably heard the saying, “No = Not Yet.” If nothing else, it is another potential business relationship who could be helpful down the line. Find out more about sales and the customer experience here.
No matter the scenario, dealing with rejection is a difficult thing to master, but learning from every objection will enhance every aspect of your career. Being able to compartmentalize your losses will drastically help you become a better salesperson, as well as earning you the respect of your prospects and colleagues. If you would like to learn more about how to benefit from sales rejection, please contact Carver Peterson for more information.