Reframing rejection in sales
Rejection is a common conversation in the sales world, most salespeople are not ready to dig in and have the tough conversation. There are sales trainers and sales managers not prepared to discuss what salespeople go through. As a salesperson, you should always be willing to increase your knowledge in and around rejection.
Your need for approval can lead to rejection
Deep down inside we all want approval from someone. You can want approval from people you know and even people you have never met. This "need" for approval can amplify you feelings around rejections. You may find yourself in a state of panic from not having deals closed because of a lack of approval. Who are you looking for approval from:
Your search for approval from strangers
You may be searching for approval from strangers and not even know it. This approval can feel like a dopamine rush. Rejection from sales is real and rejection in sales hurts. If you look for the ability to beat the feelings of rejection you need to know the formula for it. There are 6 elements to the feeling of rejeciton:
What you need to know is the formula for rejection is also the formula for regret when action isn't taken. Shame plays a part in the sales process as well. When you have shame you ignore others and forget to ask for help. You have to be able to reframe what you are going through. You get rejected all of the time and don’t think about it:
You don’t put weight to these items, its part of life, there is no real consequence for getting the rejection.
Other industries face rejection all of the time
Look to other professions and services when trying to see who else faces rejection. There are multiple people and or industries that face just as much or more rejection as sales. There are professionals that get eviscerated by producers:
A good movie to watch about the abuses from coaches and rejection is Whiplash. Part of your sales mindset matters when closing deals and overcoming rejection. You meet with a buyer and you perform. It's not a sales call it’s a performance is a good way to think about this. When you put in the effort not hearing back from your the buyer can hurt. It's about the accolades we get from friends and family members. You are vulnerable to a phantom critique because you got ghosted. Rejection can hurt more than most people know.
Rejection is part of sales and always will be
When you meet with a buyer you are putting it all on the line for 1 or 2 words of approval, this is a disproportionate amount of work for the most part… at least from your view. The buyer has risks as well. We all have someone we answer to, they have an agenda.
Love and request can lead to rejection
In the business world, buyers adopt a protective device and its to be hard on salespeople, this is a defense mechanism for their role as a buyer – some noncommercial buyers do this and you need to see it for what it is.
Things you can watch rejection in real time / sort of
Ways you can get past rejection:
The reframes:
You will need to reframe rejection. "This is what I do" becomes a mantra. Average salespeople get 1:3, good salespeople get 1:1 and closers get 75% of their deals. It's all about the work you put in / you get what you put in – practice, work, reading, role play, classes.
HTSS208 - Setting expectations in sales to help close deals - Scott Sylvan Bell
HTSS207 - Evolution of the sales representative - Scott Sylvan Bell
HTSS206 - How to prepare for a sales interview - Scott Sylvan Bell
HTSS205 - Why your sales team is failing (part 2) - Scott Sylvan Bell
HTSS204 - How to use emotions in sales to close deals - Scott Sylvan Bell
HTSS203 - Goal setting process in sales how to set your outcomes - Scott Sylvan Bell
HTSS202 - Money is emotional in sales and business - Scott Sylvan Bell
HTSS201 - How to create a buyers guide to help close deals - Scott Sylvan Bell
HTSS200 - Celebrate all wins in sales - Scott Sylvan Bell
HTSS199 - Using risk vs reward in sales presentations for objections - Scott Sylvan Bell
HTSS198 - How to keep going in sales when you want to give up - Scott Sylvan Bell
HTSS197 - Getting past the feeling of shame in sales - Scott Sylvan Bell
HTSS196 - How structured sales processes help you consistently close deals - Scott Sylvan Bell
HTSS194 - How to be more assertive in sales - Scott Sylvan Bell
HTSS193 - Why content creation has been important to me - Scott Sylvan Bell
HTSS192 - 5 signs of a toxic sales environment and how to move forward - Scott Sylvan Bell
HTSS191 - 7 Traits of top closers in sales - Scott Sylvan Bell
HTSS190 - What to do when you lose a sale or a deal - Scott Sylvan Bell
HTSS189 - Is sales a good career to get started in - Scott Sylvan Bell
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