For every business, the backbone of its operation is the fundamental generation of revenue or plainly put, to make sales. in this article I will be providing my 10 top tips to overcome no in sales.
Every entrepreneur who has started a business and every salesperson needs an arsenal of skills in order to hit targets and survive as a business.
This arsenal is what determines whether they end up successful or simply quit along the way. Unfortunately, sales isn’t an easy ride. For the most part, sales professionals will have to deal with rejection.
No one likes it but it’s inevitable at one time in your career. What matters most is how you handle that undesired NO after delivering your pitch or making a proposal.
Remember that rejection should be taken as a way of learning more about what it takes to grow that hard outer shell commonly associated with top salespeople. If you have handled rejection in the past but can’t overcome the experience, these are 10 top tips to overcome no in sales , that will help.
Don’t take it personally
Majority of the salespeople who quit this field tend to take rejection personally. As such, fear of approaching new leads sets in and this in turn means no sales made. When a prospect says no, they are rejecting the proposal not you. It simply means that your deal doesn’t meet their needs or they’re not interested. Take the no as feedback that the proposal might need corrections and make them before approaching your next lead. It can also be an opportunity to politely ask the prospect their reason for rejecting the offer.
It can be disheartening to get a no from a prospect that you have been tracking down for months. However, remember that it isn’t a must that they say yes to your offer immediately. At times, it’s just about the timing of your proposal and the prospect just has to reject it. Expecting a no after presenting your sales pitch might actually help you better handle rejection if it happens. It also helps you prepare for any feedback you might want to get from the prospect regarding reasons for rejection. This however doesn’t mean that you prepare a crappy sales pitch just because you anticipate a no after presenting it.
Take it as a sign that you need to improve
A no from a prospect should be an indicator that there are improvements you need to make. Such improvements might include changing your approach when presenting your sales pitch. Sit back and analyze your approach from the prospects point of view. It can be an eye opener into the things you should be doing or, stop doing. At the end of the exercise, you’ll find that you will be more motivated and goal oriented when approaching future prospects.
Teach yourself the art of moving on
A rejection is simply a way of telling you “This prospect isn’t interested. But maybe the next one will be!” Many salespersons remain so attached to the current opportunity that they fail to see the others that are waiting to be taken. If you encounter a rejection, take it as the opportunity to search for greener pastures. Let it be the reminder that there are larger opportunities you might be missing if you spend too much time focusing on the rejection.
Remember that you’re not alone
Human beings are usually comforted by the fact that others are in similar situations. Remember that you’re not the only salesperson that has had to face rejection. Even the greatest salespeople have had to endure it a number of times in their career. Rather than sulk and think you are alone, it might help talking to other members of your team or even a successful salesperson you know. It can be an eye opener hearing their stories on how they have had to overcome rejection in their careers.
Rejection teaches the skill of patience
Yes, every salesperson wants to close every sale and fast. Patience might not be a skill they are particularly interested in developing. However, the reality is that patience is a necessary skill in sales as you aren’t guaranteed closed deals every time you approach a new prospect. Patience is needed during those times you aren’t making sales and need to find leads. It’s also needed when you are handling a prospect who’s rejected your proposal previously and you are using a different approach to get them to buy.
Learn to classify your leads
Leads come in different categories. Learning to identify these categories will enable you to better anticipate a rejection or a sale. For example, a lead might just be interested in information regarding what you want to offer. Trying to sell them your proposal will in most cases lead to a rejection. If you can identify the different categories of prospects, then it will be easier for you to make more sales and get fewer rejections.
Approach rejection professionally
Remember that the prospect needs to see you as a professional. If the client rejects your offer, they will most likely expect that you handle it professionally. It might be hard to maintain composure when a potential client rejects your proposal even before you present it. However, a negative reaction on your part will not only make the client even less unwilling to listen to what you have to offer, it might taint your company’s image. Remember that your reaction to a rejection will show on your face so always try to maintain a friendly and professional look.
Take it as an opportunity to change your thinking
Rejection should serve as an opportunity to help you change your line of thinking. It can be easy to remain rigid in your thinking especially if you’ve been making consistent sales. But consider a situation where you’ve been making consistent sales using one strategy and it suddenly fails. Do you blame the market, customers of do you decide to fine tune your strategy such that it creates success again? The latter decision will surely bring results.
Take it as an opportunity to boost your motivation
Rejection can kill motivation and lower self esteem. However, looked at in a different light, it can be an opportunity to boost motivation before approaching the next prospect. A good technique is approaching clients who have already rejected your proposal and asking for feedback on reasons for their rejection. With such feedback, you can improve on your pitch and be better prepared when approaching your next prospect.
Now for all you hardcore sale folk, go and watch the required material below (warning adult language and expletives some viewers may find offensive.)
Alec Baldwin Sales Speech – Glengarry Glenn Ross (1992)
Ben Affleck Sales Speech – Boiler Room (2000)