How to Handle Rejection in Sales
The Power (and Benefit) of Sales Rejection
Sales rejection is one of the hardest things to overcome and it’s the #1 reason for call reluctance to develop in outbound sales reps.
In today’s article, I’m going to show you how to turn “sales rejection” into cold, hard, cash.
The “No, thanks” / “Not Interested” Sales Rejection
This is the most common sales rejection that sales people hear even before they get to what I call “first base”.
Right out of the gate, after doing a quick introduction, the prospect responds with:
- “No, thanks”
- “Not interested”
- “Already have someone that does that”
- “No budget” etc
Hearing this ONCE in a while is not an issue. Hearing it on almost every call is a major problem.
Most salespeople end up accepting it as part of “sales” and try to overcome the objection or just go on to the next call.
The problem with that game plan however is, as the rejections pile up, enthusiasm for the job goes down.
Before you know it, someone is throwing in the towel or they will simply believe that using the phone doesn’t work, so they will start email blasting their prospects.
The results usually end up being identical though because chances are, the sales rep is making the same mistake in email as they were on the phone – they just aren’t feeling the pain of rejection when their email is ignored.
SOLVE THE PROBLEM
The repeated REJECTION is your clue into knowing that something isn’t right. Rather than ignore the warning sign, use the rejection as a guide or a map, pointing to where the buried treasury is.
Instead of accepting up front “rejection” from prospects as part of “sales”, view it as a clue that what you are saying in your first encounter with your prospects is missing the mark.
This is where REJECTION is your FRIEND.
Once you realize that you are missing the mark, you can get to work at solving the real problem (creating a better OVS – opening value statement) rather than heading down the path to call reluctance.
In short, REJECTIONS aren’t always dead-ends. In a lot of cases, they are signs that point you to open roads.
– Michael Pedone
Michael Pedone is the CEO/FOUNDER of SalesBuzz.com. An online sales training company that shows inside sales teams how to: avoid being rejected by gatekeepers, leave voicemail messages that get callbacks and overcome tough pricing objections. Get pricing here to have Michael teach your sales team his techniques!
THE “SHARPEN YOUR OUTBOUND SALES SKILLS” WORKSHOP PROGRAM
Register Now for Our Next 8-Week Phone Skills Improvement Program!
- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Learn a step-by-step process for Cold Calling and Warm Calling
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Learn more effective Sales Questions to ask (and ones to avoid)
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone
GET FULL COURSE OUTLINE HERE