Bulletproof Yourself Against Rejection
To be really successful at sales, you must cope with occasional (and even frequent) rejection. Fortunately, rejection needn't sting and can, in fact, be easily turned into a goad that drives you towards ultimate success. Here's how.
- Step #1: Don't believe that it's "real". Rejection is essentially a subjective experience -- your emotion reaction to your interpretation of events. Once you understand that it's just an emotion, rejection loses much of its power.
- Step #2: Differentiate between valid and invalid rejection. If the rejection is based upon something valid (like your basic approach), then blame your approach and then change it. If the rejection is invalid -- as when a prospect "dumps" frustration on you -- it has nothing to do with you.
- Step #3: Believe in your offering. If you believe in what you're selling, then it's no big deal if somebody doesn't need it, doesn't want it, or just thinks that they don't need or want it. It's not about you, it's about them, because what you're selling is worthwhile and important.
- Step #4: Believe in your own importance. It's easy to feel rejected when "important" people (like CEOs) don't want to meet with you. But if you're selling something valuable that can really help that firm, you're as important as the CEO. So what if that CEO is too dumb to see it? That's his problem!
The above is based on a conversation with bestselling author Art Mortell. Wonderful guy. If you ever get a chance to see him speak, go for it.
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