Overcoming rejection in sales

One of the most common questions I get asked is, “how to you deal with rejection in sales?”

The first thing to know is you are not alone, as humans we are ALL designed to avoid rejection!

It’s not you, it’s your brain.

Our brain treats pain from social situations the same as physical pain and we work to avoid it at all costs.

The second thing, is I treat a ‘no’ as a ‘no for now’.

Timing in sales is critical, statistically only 3% of your target market are ready to buy now and therefore the vast majority of your prospects need to be nurtured.

I’ve had prospects say no and come back to me further down the line. In my case often people want to try increasing sales themselves then may come back if they then aren’t getting the results they desire.

It isn’t personal.

It’s important to reframe that our product or services are not going to be the right fit for everyone. They are not rejecting us, our offering might not be the right fit for the prospects needs.

Finally sales is a volume game, we will never convert 100% of leads. Monitoring your conversion rate will help you to understand how your business is performing.

If you need extra inspiration, here are some of my favourite “rejections”:

  • J.K Rowling’s world famous Harry Potter book was turned down by 12 publishers before it was picked up for an advance of just £1,500. The series went on to sell more than 450 million copies
  • Tim Ferris was “rejected” 25 times by publishers for his now best selling 4 hour work week.
  • Oprah was “rejected” as a news anchor as she wasn’t fit for TV

These real examples just show us, we should never give up and rejection needs to be reframed!