As human beings, failure is what we fear most, and rejection, our greatest worry. But in sales, there are two paths: some succeed greatly, while others stay stuck, afraid of rejection. If you lead a sales team, this must-read article has the secrets to turn fears into triumphs. Learn neuroscience-backed strategies to unlock their full potential and conquer rejection! Let’s start this empowering journey together!
5 years back, I bought a compelling & inspirational book called “Rejection Proof,” written by Jia Jiang, which has impacted my life a lot. The moment the fear of rejection creeps into my head, it reminds me of the stories, pushing me into action. I must say, it worked out for me.
Recently, I was invited to speak to a highly successful sales unit, aiming to help them end the year on a high note. The feedback from the team leads indicated that the insights I shared on rejection therapy had a significant impact and resonated with them. It inspired me to summarize some key points that we discussed.
Do you know that some sales staff may tend to avoid challenging customers and opt for easier ones? Do you know how much you lose due to the fear of rejection by your sales staff? Unless we support them to overcome the fear of rejection and bring in more sales, we might not know how much we were losing.
If you haven’t gone through Jiang’s book of “Rejection Therapy,” I’ve extracted 9 key learnings from the book, where you could re-share with your teams when you have daily huddles. It’s all about helping them to understand the realities.
- Rejection is Human – In the world of sales, rejection is a common human interaction. It’s essential to remember that when someone rejects your pitch, it might say more about them than about you. Don’t take it personally, but instead, use it as an opportunity to learn and grow.
- Rejection is an Opinion – When facing rejection, remember that it’s just the opinion of the person saying no. Their decision may be influenced by various factors, like past experiences, cultural differences, or even their current mood. It doesn’t define your worth or potential for success.
- Rejection has a Number – As a salesperson, you’re likely to encounter many rejections. But don’t lose hope! With persistence, each “no” brings you closer to a “yes.” Keep pushing forward, and the odds will eventually turn in your favor.
- Ask “Why” Before Good-bye – When you receive a rejection, don’t walk away immediately. Instead, ask for feedback and reasons behind the decision. By sustaining the conversation, you might uncover valuable insights that can help you refine your approach for future attempts.
- Retreat, Don’t Run – After the initial rejection, don’t give up right away. Retreat, regroup, and strategize. Your chances of success increase significantly when you persevere and try again, armed with newfound knowledge and determination.
- Collaborate, Don’t Contend – Never argue with the rejector; it will only worsen the situation. Instead, strive to understand their concerns and find common ground. By collaborating, you can work together to find a solution that benefits both parties.
- Switch Up, Don’t Give Up – If you face repeated rejections, consider switching up your approach. Try making your pitch to different people, in various environments, or under alternative circumstances. Sometimes, a simple change can lead to a breakthrough.
- Offer Alternatives – When met with rejection, don’t be discouraged. Instead, offer alternatives or concessions that might sway the other person’s decision. By showing flexibility, you demonstrate your willingness to work together and increase the chances of turning a “no” into a “yes.”
- Find Mission – Sometimes, the most brutal rejections can serve as a catalyst for a new beginning. Embrace rejection as an opportunity to discover your true mission and purpose. Use it to fuel your passion and drive toward greater success.
Remember, as a sales professional, rejection is an inherent part of their journey. Help them to earn from it, adapt, and keep pushing forward. With the right mindset and resilience, they will turn rejection into a stepping stone toward achieving their goals. Embrace the challenges and let each rejection be a chance for growth and progress on their path to sales excellence.
BUT… THEY NEED YOUR SUPPORT TO GO BEYOND THEIR LIMITS!!!
If you ever wondered how you could help your teams do better beyond re-sharing above, set up a 30-day “Rejection Proof” fun challenge and you will see the results!!!
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Charitha Bandara is an HR Professional with more than 23+ years of corporate exposure, specializes & passionate in the areas of Coaching, Culture, Leadership/Management/Team/People Development. As a trainer & a consultant, he has conducted 1,000+ corporate training sessions during last 15 years and trained over 66,000+ participants.
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