Rejection is hard to face! It’s perhaps the biggest reason most people don’t make the cut when it comes to sales. I’m lucky enough to be surrounded by a team of super encouraging people who constantly pick each other up and motivate each other to be better than they were the day before. Unfortunately, even surrounded by the most solid team, it is highly unlikely that you will ever reach a point in your sales career where rejection isn’t a steady staple in your sales diet! Fortunately, there are a couple of ways to soften the blows and to help you bounce back after those brutal rejections.
Laugh it off.
This is pretty crucial and why it’s number one on my list. You can’t take personally every rejection you receive at work, or you’ll be buried alive. Just off a call in which you got your rear end flamed? Laugh it off and smile. Darwin noted in his famous facial feedback response theory that simply smiling can cause a positive effect on your overall mood. Plus, a smile is contagious, so if you’re not doing it for yourself do it for your sales teammates who are likely going through the same gauntlet.
Conduct a self-audit.
Once you’ve had the chance to laugh off the pain of your last defeat, it’s time to recap what happened so you can get back to crushing it. Something I find helpful is returning to and studying the calls, emails and any other communication form I used. I call it my self-audit. Here’s how it goes: Did I ask the right questions during discovery calls? Did I give prospective clients enough breathing time between conversations? I remind myself all the time that a prospect’s world doesn’t revolve around me. He or she is working hard. So when it’s time for me to follow up, I make sure I have a solid reason and purpose for that call. So often, successful sales calls come down to the right place at the right time!
If your current plan of attack is working then put your head down and keep getting the job done. Consistency is what propels you to the finish line at the end of the day. Don’t let the outlier in your pipeline diminish all of the current success you are having out there.
Moral of the story- Don’t be afraid to laugh the rejection away, make sure you conduct a helpful self-audit to keep your sales process efficient and positive, and be consistent with your work. Hopefully these tips will help you over the next rejection hump you face so you can get right back to your success!