Is rejection always a bad thing in sales? What should you learn from being turned down by a client?
Rejection can lead to profound changes in the world of sales. The book Go for No! by Richard Fenton and Andrea Waltz offers practical ways to implement this approach to drive success.
Take a look at how to handle rejection in sales by embracing failure and taking risks.
1. Encouraging Failure for Success
Learning how to handle rejection in sales is crucial for success in this field. To start valuing failure, you must first transform how you view rejection. A significant proportion of salespeople cease their pursuit too soon, with 44% halting their attempts after just one refusal and 92% stopping before they encounter the fifth objection. Perseverance is key because customers typically decline four times before agreeing. You’ll continue your efforts until you’ve been turned down at least five times. Remember, the fear of rejection is the sole barrier to attaining greatness, and every rejection actually moves you nearer to a successful sale instead of being a hindrance.
Being turned down offers an opportunity to understand the true needs and wishes of the customer. You can improve and polish your technique by asking for the rationale behind a potential client’s rejection, thereby turning a setback into a learning opportunity.
2. Pursue Prospects and Taking Risks
Embracing risk can lead to greater benefits. You might often succumb to the temptation of pursuing less ambitious, more secure accounts. However, a mindset calibrated towards larger opportunities, albeit with the risk of greater failure, can result in higher returns. This approach involves accepting rejections to achieve significant sales.
As a sales professional, you should aim to engage with a substantial clientele base, undeterred by the possibility of being turned down. Inventor Allen Breed’s tale is a testament to the power of persistence, treating every rejection as merely a temporary hurdle in his journey toward ultimate success, even after facing many rejections over a long span of time.
3. Celebrate Both Triumphs and Obstacles
Sales organizations can cultivate a culture that appreciates every effort, even when immediate outcomes may not reflect success. The ideal sales environment not only applauds the attainment of successful deals but also the bravery of individuals who consistently face challenges. CopyQuest’s recognition program, which includes the ‘Pursue Rejection’ award, celebrates both successes and failures.
By fostering a culture that values growth and learning, you can honor the frequent experience of being turned down. Welcoming rejections as a common aspect is essential for attaining success. The company’s leading salesperson, known for their outstanding resilience to rejections, exemplifies the strong relationship between embracing refusals and attaining significant accomplishments in sales.
