There is nothing like rejection to increase your sales!
Most of us feel that the worst thing about being in sales is the rejection. The fact that someone does not want what we have to sell. The feeling that someone does not like us enough to want to buy from us can be heartbreaking if you deem to take it personally. Rejection can also lead to feelings of insecurity and finally to a complete lack of confidence.
But it does not have to be that way. Can you imagine what it would be like if you embraced rejection, if getting the word “no” actually gave you an incentive to propel you forward to success? That would be something wouldn’t it? If you could hear the word “no” and use it as an impetus to move forward to create more sales opportunities, that would really be making that proverbial lemonade out of lemons wouldn’t it?
Well, read on my friend, there is hope for you yet.
I just read a great little book by sales guru Jennifer Gluckow called Sales in a New York Minute: 212 pages of real world easy to implement strategies to make more sales, build lasting relationships and make more money, that you should read as well. This is one of those valuable little books just loaded with great ideas for increasing your sales performance.
One part of this book really shouted out at me and that was when Ms. Gluckow talks about rejection. The name of the section is called “Rejection is an 8X opportunity”, and I have to say this particular section of the book should be printed in pamphlet form and passed out to every salesperson in the world. Heck, just buy her book and highlight that chapter and give it away to everyone in sales!
From Ms. Glockow’s book are the eight ways you can turn rejection into opportunities. I have taken the liberty of adding a few comments as well as a few opportunities of my own at the end of her list.
From the book:
Education opportunity: Learn why you lost. Learn how you can improve. The feeling of rejections will last for a few minutes. The lessons learned will last a lifetime.
Celebration opportunity: Throw a “no” celebration. You should be jumping up and down saying, “Yes, I got another No!” Celebrate the fact that you are one step closer to a yes!
Energy opportunity: Use the energy, your fight or flight response, in a positive way. Turn that Mmmmmmph into inspiration to get more creative on your next sale.
Attitude opportunity: You have a choice – harbor the negative emotion from your rejection or make it positive. Your choice, your opportunity.
Relationship opportunity: Now that your prospect does not want to move forward, you can build an even stronger relationship when they see you still want one. This is not a transactional opportunity. This is a long-term relationship opportunity.
Resilience opportunity: Your internal strength. Your internal ability to react, respond and recover, you got this!
Silver lining opportunity: I am in ever-search of the rainbow at the end of the rainstorm. You may not find it right away, but when you do, you’ll be grateful you got rejected. Know there is always a silver lining.
Sales opportunity: So, you lost one! N.O. = Next One. Go get the next sale
And now may I presume to add a few of my own?
Character opportunity: The more graciousness and class you show in rejection, the more memorable as a salesperson you will be. It is not easy saying no to someone. Especially someone you have grown to like. So this is a great time to show your character, a great opportunity to reduce the rejectors feeling of guilt. By showing grace you will win the rejector over to the point where she can actually start pulling for you to get to yes with her the next time.
Strength Opportunity: Taking a page out of the “what doesn’t kill you makes your stronger” book. You can use the rejection as a mental steroid to make you stronger and more determined to win.
Rejection is a great motivator, it might be the very best motivator, if you are willing to learn from it.
If you choose to use the pain of losing to make you all the more determined to win the next time, you will succeed in the end.
Remember those words from Thomas Edison when a reporter asked him, “How did it feel to fail 1,000 times?” Edison replied, “ I didn’t fail 1,000 times, the light bulb was an invention with 1,000 steps.” And then he went on to say, “Great success is built on failure, frustration and even catastrophe.” And that folks…is only common sense.