Sales and Sales Management Blog

December 13, 2006

Rejection as a part of selling

Filed under: prospecting — Paul McCord @ 7:36 am

I get a number of emails from salespeole asking how they should handle rejection. Not in the sense of how to handle it with the prospect, but how to mentally handle facing rejection as a constant in their life. All of us in sales face rejection. There isn’t a single salesperson that doesn’t hear the word no often.

The traditional advice and training on handling rejection is to 1) keep in mind that the prospect isn’t rejecting you, they are rejecting the offer; and/or 2) to simply look at it as a numbers game–the more “no’s” you get, the closer you are to a sale. Neither of these adequately address the mental drain that constantly hearing the word no puts on us.

SellingPower magazine has an excellent summary of an article I’ve written on this subject that does address the mental strain and gives a strong remedy–force your brain to have positive sales results everyday. Purposely manipulate your schedule so that everyday your brain gets readjusted to the positive. How do you do that? By making sure that you have positive experiences during the day. For example, if you must cold call, arrange your schedule so that after your cold calling is complete, you have one or more calls to customers who you know are having a good purchasing experience or to prospects you know are inclined to purchase. In other words, make you best, most positive calls after your trying experience with cold calling. Better yet, arrange your schedule so that your first calls in the morning are to positive experiences and your last calls are also guaranteed to be positive. This allows to you start and end on the positive as opposed to the negative. If you leave with negative thoughts, you’ll come back with negative thougths and those will eventually wear you down.

Selling requires a positive mental attitude. Taking the time and arranging your schedule so that you insure your brain gets the positive feedback it needs can go a long way in helping you increase your sales. Simple, but true.

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