We have all been there. I hear it all of the time from the salespeople I talk to.
We make professional sales presentations to well qualified prospects and then face rejection and disappointment.
I hear…..Why does this keep happening? What am I doing wrong? What am I not doing?
Sales have always been one of the most difficult, challenging professions, and it is more complex today than ever before. Learning to bounce back and respond constructively to setbacks in your business will be one of the most important determining factors to your success.
Here are some suggestions you can use to cope with sales rejection, stay positive, overcome adversity and get back on top of your game.
- Don’t take it personally. Really. Not everyone needs or wants what you are selling, even though you are convinced that what you are proposing will be helpful to your prospect. You are going to hear a lot of “no’s”. It is all part of the selling process. It is part of your reality as a salesperson and it is not personal at all. It is just the way it goes for even the most successful sale professional. Often rejection is due to poor timing. What is a “no” today can be a “yes” at another time.
- Keep your sales funnel full. Always focus attention on creating your ideal customer profile and systematically grow your list. Keep your funnel full in good times and in bad. This all by itself will change everything. The more contacts that you have in your target market, the more prospects you will have and the bigger your pipeline will be. Greater opportunities will help you to keep a healthy perspective on rejection.
- Know your sales ratio. Knowing what to expect helps a great deal. You understand that you will need to give a certain number of sales presentations to make one sale. Don’t forget this. By knowing what the numbers are, youwill be able to anticipate the business flow and you may not get as discouraged if you know how much to expect. Pay attention to you sales rates to help estimate how many rejections to expect before you make a sale.
- Acknowledge your accomplishments. Keep track of your achievements. Keep a success journal. Write down everything you feel proud about in your life and career. Write in your success journal on a daily basis. When you're having a bad day, open your success journal and read previous entries to help get you back into a positive.
- Take good care of yourself. Eat well, exercise and get adequate rest. No matter how busy you are during a day, find the time to eat a balanced diet, to exercise (even if it's just a walk around the block), and to get enough sleep each night to allow you to feel rested and refreshed. The better you feel about yourself the more positive you're going to be. As a result, you'll have a much easier time dealing with any obstacles that may come your way. Participate in activities that bring you joy and fulfillment. The best way to do this is to schedule those activities just as you would an appointment with a client.
- Develop relationships with successful people. These should be people you can trust and on whom you depend. Ask them for advice and feedback on how they would respond to similar challenges. Is there someone in your office that you would like to emulate? How about a successful client? Another way to do this is to create a personal board of directors and meet with them once or twice a year. You may also want to join or start a study group with like-minded colleagues. Such a study group will allow you to share ideas and to glean inspiration from each other. Like-minded individuals will also have a much easier time relating to your thoughts and feelings and vice-versa.
- Know that you will succeed no matter what. Never give up. Know ahead of time that you will be successful. Everyone faces adversity, and everyone goes through bad periods. The key to your success, both professionally and personally, is to never give up. Remember that every disappointment or failure, is leading you one step closer to success.
Rejection is something we need to deal with in sales. How you handle that disappointment will determine whether or not you move forward to achieve your goals.
“Success is not final, failure is not fatal: it is the courage to continue that counts.”
Good luck to you on your journey to success.
I tell my clients that one of the most important things that they can do for both their business and personal life is to create compelling goals and setting specific trackable actions to achieve those goals.
It is part of living an intentional life. It is a way to create the impact you want in the world.
It is not easy to do this. Most people don’t do it effectively. Many don’t do it at all.
You may be thinking that this doesn’t apply to you because you have set goals for yourself. You know, for example that you want to earn more money, or enjoy yourself more, or be debt free, or grow your business, or improve your health.
If any of these statements apply to you, I would suggest that they are not goals at all, but rather are vague wishes.
What follows are 5 secrets that will dramatically and positively impact the achievement of your goals.
It’s All In the Follow Through
Do you have an easy time setting goals for yourself and hard time following through on doing all of the things necessary to achieve them? If you answered yes, you’re not alone. This issue comes up time and time again in both my coaching practice and in the workshops I conduct on goal achievement. Don’t despair, there are many steps you can take to improve on your follow through and thus increase your chances of achieving more of your goals.
I have previously written about the absolute necessity to have excellent goal clarity about what it is you want to achieve. These goals should be written down and shared with a trusted partner, coach, spouse, or friend. Some people tell me that there is no need to write down their goals, as they can remember them. That may be true; however the very act of writing them down dramatically increases your chances of achieving them. One of my clients commented how when they finally wrote down their top goals, they felt a personal accountability for achieving them that they never felt before. Give it a chance; you’ll be pleased with the results.
What follows is a brief list of suggestions to enhance your follow through on the goals you have set for yourself. Let me stress that having too many goals or goals that are not specific, or goals that hold no emotional pay-off for you are weak and do not release adequate quantities of the achievement drive needed to achieve them.Read More
Have you ever wondered how a good business professional becomes a great leader? Or how some seem to be on the fast track to success? Many, if not most were members of a Mastermind Group. They had the support, inspiration and intelligent advice of a group of peers that they could depend upon no matter what was going on in their professional or personal life.
What are Mastermind Groups?
Mastermind groups brainstorm, share ideas, concerns and challenges. These groups provide a safe environment where you can interact with a group of like minded individuals who bring their unique talents, experiences and real solutions to problems to the group. InsuranceCoachU calls these groups Champions' Success Groups©.Read More
Do you want to give yourself an edge when attempting to grow or change? Then consider designing environments that will support you. Success comes quicker and easier when you're not fighting uphill battles or constantly clearing obstacles that get in your way.
What Is An Environment?
An environment is a part of your daily experience and can be both tangible and intangible. People, who strive to improve themselves, their businesses, or careers, will most often just focus on themselves as the source of their success or failure. By designing environments that support growth and change, you can set up a system that can help you to automatically move toward a more effortless success.
- Stimulate success. They can take care of routine tasks and support you in doing things you need to do to stimulate your success.
- Do the work for you. From automated bill paying to task reminders, they can take care of time consuming details and activities so you are free to do other things.
- Inspire creativity. You can increase your creativity and inspiration by setting up your environment so that you are constantly engaged by and in the company of what inspires you.
Make Environments Meaningful To YouRead More
When Insurance Agent Kate Green initially contacted me in regard to a coaching session, she had no idea what to expect from our connection or what a coaching session actually entailed. Little did Kate know that her work and her life, as she had known it, was about to change dramatically and that based on our sessions she would never look at herself or her business in the same way again. In fact, Kate was actually about to go on a journey that would prove to be a vehicle for achieving her goals, improving her personal and professional life, and making a genuine difference to her level of enthusiasm and passion for her career. Kate would ultimately discover the overall results of coaching and the bonus effect it would have on the vision she held for her career and her future.
Case History BackgroundRead More
Whether you are a salesperson, manager, boss, co-worker, parent, or friend; at one time or another you’ll need to persuade someone to do something. Some people believe that you need to use the spoken word to convince people to see it your way. While the spoken word and the logic of your argument are important, effective and active listening is one of the highest forms of persuasion. By being an exceptionally good listener, people will gain confidence and trust in you. Most people have a deep desire to be understood. When you connect with people at that level, you develop a strong relationship with them that’s hard to beat.
Here are 7 Secrets to Becoming a Great Listener.Read More
Webster’s II New College Dictionary defines networking as, “An informal system whereby persons having common interests assist each other.” I would say that’s a bit of an understatement in our current “do not call list” environment. Effective networking can mean the difference between success and failure.
A client of mine puts it best, “Effective business networking is the linking together of individuals who, through trust and relationship building, become walking and talking advertisements for one another.” Networking is creating connections and great relationships. It is not about collecting business cards! The more people who know about you, your goals and objectives and your business, the more easily you will attract the results you want.
Here are some tried and true principles of attraction networking.Read More