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.
HTSS68 - How to work with upset and angry clients in sales - Scott Sylvan Bell
HTSS67 - Why salespeople need motivation - Scott Sylvan Bell
HTSS66 - Sell on price die poor is your objection real - Scott Sylvan Bell
HTSS65 - How to find a good company to sell for - Scott Sylvan Bell
HTSS64 - Why being in sales is tough on relationships - Scott Sylvan Bell
HTSS63 - Fake goals will crush your sales soul - Scott Sylvan Bell
HTSS62 - How you can use barter and trade to close more deals - Scott Sylvan Bell
HTSS61 - Should I get a job in sales and will it work for me - Scott Sylvan Bell
HTSS60 - Sales sabotage is real and how you can beat it - Scott Sylvan Bell
HTSS59 - Money is emotional and it leads to objections - Scott Sylvan Bell
HTSS58 - Sales 911 how to beat a sales slump - Scott Sylvan Bell
HTSS57 - Why I hate my sales manager and the problems it creates - Scott Sylvan Bell
HTSS56 - How to prepare for the worst day in sales - Scott Sylvan Bell
HTSS55 - Setting expectations and boundaries in sales - Scott Sylvan Bell
HTSS54 - How to sell more using big data to close deals - Scott Sylvan Bell
HTSS53 - Neediness in sales will destroy deals - Scott Sylvan Bell
HTSS52 - How to avoid burnout in sales - Scott Sylvan Bell
HTSS51 - Closers addiction in sales explained - Scott Sylvan Bell
HTSS50 - Closers addiction in sales and the problems it creates - Sean Davis PhD
HTSS49 - Personal accountability in sales will make you rich - Scott Sylvan Bell
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